unit 5 : negotiation

Question 1

negotiation

Answer 1

an interation of influences that aims to reach an outcome that will satisfy the interests of those involved

Question 2

courses of actions of negotiation

Answer 2

auction
brinknmanship
deadlines
good guy/ bad guy

Question 3

what is brinkmanship

Answer 3

this is where one party pushes another party to the edge or brink making the party think there is no choice but to accept

Question 4

what is good guy / bad guy

Answer 4

when teams are involved in the negotiation process, one negotiator is seen as more reasonable than another

Question 5

what is distributive negotiation

Answer 5

based on hard-bargaining or extreme position
if one negotiator wins the other must loose

Question 6

what is intergrative negotiation

Answer 6

based on recognising the interests of all those involved in the negotiation process, making it possible to reach some form of agreement based on mutual gains
win win situation

Question 7

what needs to happen for negotiation to be successful

Answer 7

the outcome needs to satisfy the interests of all those involved
after the differences have been explored the aim is to look for a solution to reach an outcome that is ok for each party

Question 8

what 4 points does negotiation involve

Answer 8

process of resolving disputes
agreeing upon courses of actions
barganing for individual or collective advantage
reaching outcomes to satisfy the interests of those involved

Question 9

examples of questions to ask when planning negotiation

Answer 9

am i clear in my mind what i am trying to acheive?
have i selected exactly the right information to use?
have i listed the benefits and or drawbacks of accepting my proposal?
how am i going to counter others’ objections?
have i listed the consequences for both sides if my proposal is not accepted?

Question 10

examples of negotiating styles and strategies

Answer 10

accommodating - wanting to maintain relationships
avoiding - when the negotiator is more inclined to agree with other
collaborating - work constructively to solve problems
competing - some people enjoy the process because it offers then a chance to win
compromising - they dont want it to take a long time and they are more willing to make concessions

Question 11

SMART in negotiation

Answer 11

specific
measurable
acheivable
realistic
time based

Question 12

stages of negotiation

Answer 12

preparation
establishing the negotiating enviroment
exploring needs
testing understanding and summarizing
negotiating your position
reaching agreement

Question 13

stage of preparation

Answer 13

to avoid time
arranging the time and place of the meeting as well as a time limit
send negotiators the necessary information

Question 14

stage of establishing the negotiating enviroment

Answer 14

provide an agenda outlining the order in which the different issues will be discussed

Question 15

stage of exploring needs

Answer 15

it is necessary for the needs, goals, and interests of the various parties to be explored fully and organise which ones are more important than others to make it useful

Question 16

stage of testing understanding and summarizing

Answer 16

it is important to make sure each of the sides are made very clear so there are no misunderstandings

Question 17

stage of negotiation your position

Answer 17

if the position is made very clear than it is easier to make a compromise solution that is acceptable to all parties

Question 18

stage of reaching agreement

Answer 18

the ultimate goal in any neogitastion is reaching agreement so the argument needs to be made absolutely clear so both parties are aware and so an appropiate course of action can be taken into place