Questions and Answers
Which of these criteria are used to fairly judge a negotiation?
What is a wise agreement?
An agreement that meets the legitimate interests of each side, resolves conflicting interests fairly, is durable, and considers community interests.
What is principle negotiation?
Hard on problem, soft on people, merits vs. haggling, look for mutual gains.
What is positional bargaining?
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What are the pros of positional bargaining?
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What are the cons of positional bargaining?
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What are the two styles of positional bargaining?
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What is soft positional bargaining?
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What is hard positional bargaining?
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Arguing over positions is efficient.
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What are the two levels of negotiation?
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What are the four points of principle negotiations?
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What are the three stages of negotiation?
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What is analysis in negotiation?
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What is planning in negotiation?
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What is discussion in negotiation?
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Study Notes
Negotiation Criteria
- Effective negotiation is judged by three criteria: wise agreement, efficiency, and relationship improvement.
- A wise agreement meets the legitimate interests of both parties, resolves conflicts fairly, is durable, and considers community interests.
Types of Negotiation
- Principle negotiation involves being tough on problems while remaining soft on people, focusing on mutual gains rather than haggling.
- Positional bargaining requires each party to take a position, argue for it, and make concessions to come to a compromise.
Positional Bargaining
- Pros include: clearly articulating desires, providing anchors in uncertain situations, and ultimately producing acceptable agreements.
- Cons include inefficiency and the potential for unamicable outcomes.
- Two styles:
- Soft bargaining prioritizes maintaining relationships.
- Hard bargaining focuses on achieving results, often leading to conflict.
Characteristics of Bargaining Styles
- Soft positional bargaining is often used among friends or family with the goal being mutual agreement.
- Hard positional bargaining occurs between adversaries aiming for victory.
Challenges of Positional Bargaining
- Arguing over positions is time-consuming and increases the risk of breakdowns.
- It can lead to stalling in settlements due to extreme initial positions or deception.
Negotiation Levels and Components
- Negotiation operates on two levels: substance (the content) and procedure (the process).
- Principle negotiations involve four key points:
- Separate people from the problem.
- Focus on interests, not positions.
- Develop multiple options for mutual gain.
- Use objective criteria for decision-making.
Stages of Negotiation
- The negotiation process consists of three stages:
- Analysis: Understanding and diagnosing the situation, gathering and organizing information.
- Planning: Generating ideas and deciding on options and criteria.
- Discussion: Engaging in back-and-forth communication to reach an agreement while recognizing each side’s interests.
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Description
Explore the key concepts from Chapter 1 of 'Getting To Yes'. This quiz focuses on the essential criteria for fair negotiation and the nature of wise agreements. Improve your understanding of effective negotiation strategies.
