International Negotiation Skills: Session 1 Quiz

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Questions and Answers

What is a key component communicated during negotiation?

  • Physical appearance of negotiators
  • Historical context of the negotiation
  • Personal opinions of the negotiators
  • Offers and counteroffers with motives (correct)

Which level of communication involves proposals and offers?

  • Contextual level
  • Emotional level
  • Logical level (correct)
  • Social level

Which of the following is NOT considered a channel of communication under the PLACE/TIME model?

  • Video conference
  • E-mail
  • Face-to-face
  • Telepathy (correct)

Which part of communication encompasses nonverbal cues like facial expressions and tone of voice?

<p>Pragmatic level (B)</p> Signup and view all the answers

In which scenario would single text editing be used according to the PLACE/TIME model?

<p>When parties are in different locations at different times (B)</p> Signup and view all the answers

What is a potential consequence of framing a negotiation in emotional terms?

<p>Higher rates of negotiation impasses (A)</p> Signup and view all the answers

Which cognitive bias involves persisting in a course of action despite its lack of success?

<p>Escalation of commitment (D)</p> Signup and view all the answers

What bias may lead negotiators to overvalue their own possessions?

<p>Endowment effect (C)</p> Signup and view all the answers

What is the consequence of being late to class?

<p>Zero minutes tolerance. (D)</p> Signup and view all the answers

Which of the following describes a fixed-pie belief in negotiation?

<p>Viewing the negotiation as a win-lose scenario (D)</p> Signup and view all the answers

What mistake involves overlooking the thoughts and goals of the other negotiating party?

<p>Ignoring others’ cognition (D)</p> Signup and view all the answers

Which aspect is NOT included in the module plan for the course?

<p>International Trade Policies (A)</p> Signup and view all the answers

Which of the following statements regarding academic integrity is correct?

<p>Zero tolerance policy exists for plagiarism. (D)</p> Signup and view all the answers

What is a key expectation from the students for this course?

<p>To ensure the course is both enjoyable and beneficial. (B)</p> Signup and view all the answers

How many sessions are planned for this negotiation course?

<p>8 (B)</p> Signup and view all the answers

Which textbook is primarily used for the course structure and content?

<p>Essentials of Negotiation. (A)</p> Signup and view all the answers

What action can lead to exclusion from class?

<p>Misbehavior after one warning. (C)</p> Signup and view all the answers

Which of the following is a theme in the course content?

<p>Negotiation Pre-Planning (D)</p> Signup and view all the answers

What is the preferred communication channel for negotiation that allows observing both verbal and non-verbal signals?

<p>Face to face (D)</p> Signup and view all the answers

What is one of the challenges faced during phone and video conference negotiations?

<p>Loss of non-verbal communication (A)</p> Signup and view all the answers

Which communication method is characterized as 'different time / different place' and helps minimize costs?

<p>E-mail (B)</p> Signup and view all the answers

Which bias is associated with the asynchronous nature of e-mail negotiations?

<p>Temporal synchrony bias (A)</p> Signup and view all the answers

What benefit does face to face communication provide in negotiations?

<p>Enhances cooperation and trust (C)</p> Signup and view all the answers

Which statement is NOT true about video conferences compared to face-to-face meetings?

<p>They completely eliminate informal communication. (D)</p> Signup and view all the answers

What is one of the four specific biases that can threaten e-mail negotiations?

<p>Burned bridge bias (D)</p> Signup and view all the answers

Which communication channel is noted for fostering strong relationships in negotiations?

<p>Face to face (C)</p> Signup and view all the answers

What is negotiation primarily defined as?

<p>A decision-making interaction aimed at resolving conflicting interests. (A)</p> Signup and view all the answers

Which of the following is NOT a characteristic common to all negotiations?

<p>All parties must reach a compromise. (B)</p> Signup and view all the answers

What is a key difference between distributive bargaining and integrative negotiation?

<p>Integrative negotiation often results in multiple objectives being achieved. (D)</p> Signup and view all the answers

Which skills are cited as crucial for successful negotiation?

<p>Listening, attention, and communication. (D)</p> Signup and view all the answers

What are intangibles in negotiation primarily associated with?

<p>Personal values and emotions. (B)</p> Signup and view all the answers

Which function of communication is concerned with the feelings and attitudes of the sender?

<p>Emotive function (C)</p> Signup and view all the answers

How are most negotiations described in terms of value processes?

<p>A combination of creating and claiming value. (C)</p> Signup and view all the answers

What is the purpose of the 'phatic' function in communication?

<p>To establish and maintain contact. (B)</p> Signup and view all the answers

What is a key component of effective understanding in communication?

<p>Active listening and observation (A)</p> Signup and view all the answers

Which stage is part of the perception process?

<p>Behavior (B)</p> Signup and view all the answers

What does stereotyping involve?

<p>Assigning attributes based on social categories (A)</p> Signup and view all the answers

What is selective perception?

<p>Ignoring information that contradicts beliefs (B)</p> Signup and view all the answers

What role does framing play in communication?

<p>It organizes and shapes perception (B)</p> Signup and view all the answers

What is the first step in the perception process?

<p>Stimulus (B)</p> Signup and view all the answers

Which of the following best describes projection in perception?

<p>Transferring your feelings to others (C)</p> Signup and view all the answers

What is essential for ensuring the proper understanding of a message?

<p>Restating and summarizing (C)</p> Signup and view all the answers

Flashcards

Negotiation

A process where two or more parties discuss, exchange proposals, and make concessions to reach a mutually acceptable agreement.

International Negotiation

Negotiation involving parties from different countries with cultural differences.

Communication in Negotiation

The exchange of information, ideas, and proposals during a negotiation.

Academic Integrity

Following rules and guidelines to achieve academic success through your own work, not others' work.

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Negotiation Styles

Different approaches to negotiation, such as competitive, collaborative, or accommodating.

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Course Expectations

Student and teacher understanding of what will be achieved and the outcomes of the course.

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Course Needs

Factors of the environment of the educational course for proper function.

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Negotiation Architecture

The framework and structure for international negotiations, including processes and principles.

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Negotiation Definition

Negotiation is a decision-making process where two or more parties discuss to resolve opposing interests.

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Characteristics of negotiation

Negotiation involves two or more parties with conflicting needs and desires, actively seeking a resolution.

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Distributive Bargaining

A negotiation strategy where only one party can win; the goal is to claim value for yourself.

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Integrative Negotiation

A negotiation seeking mutual gains; both parties can achieve their goals.

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Tangibles

Negotiation elements like price or terms of an agreement.

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Intangibles

Personal values and emotions that affect negotiation.

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Communication Functions

Communication has 6 primary functions: emotions, context, style, contact, language, and a final unspecified function.

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Conative

The receiver's response to a message, considering their actions and behavior.

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3 Vs of Communication

The three essential elements of communication: Vocal (tone), Visual (body language), and Verbal (words).

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Negotiation Process

Communication about the steps and procedures involved in negotiation, ensuring both sides understand the framework.

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Logical Level of Language

Focuses on the factual content of the message, like proposals, offers, and information.

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Pragmatic Level of Language

Considers the meaning behind words, the way they are used, and the overall impact on the message.

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Face-to-Face Negotiation

Negotiation where all parties are present in the same physical location.

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Phone and Video Conference Negotiation

Negotiation where parties are in different locations but communicate in real-time using technology.

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E-mail Negotiation

Negotiation conducted through asynchronous communication like emails or text messages.

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Social Presence

The feeling of being connected and involved with others in a communication channel.

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Richness of Communication Channel

The amount of social cues and non-verbal information conveyed in a communication medium.

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Temporal Synchrony Bias

Misinterpretation of communication because of the asynchronous nature of email negotiations.

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Burned Bridge Bias

Taking risks in email negotiations because there's no face-to-face presence to soften the blow.

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Squeaky Wheel Bias

Emphasis on emotional appeals in email negotiations to make them seem more urgent or important.

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Emotional Framing

When negotiators focus on feelings and emotions, it can lead to more intense involvement and competitive behavior, potentially causing deadlocks.

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Escalation of Commitment

Continuing a failing course of action despite evidence it's not working. It's like digging a hole deeper even though you're already stuck.

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Fixed-Pie Beliefs

Seeing negotiation as a zero-sum game where one person wins and the other loses.

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Information Availability Bias

Overemphasizing easily accessible information, even if it's not the most relevant.

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Negotiator Overconfidence

Overestimating your abilities and knowledge in a negotiation, potentially leading to unrealistic expectations.

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Effective Communication

It's not just about what you say or how you say it, but also about how your message is understood by the receiver. This includes considering their listening skills, perception, and potential biases.

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Active Listening

Engaging in a conversation by paying full attention to the speaker's verbal and nonverbal cues, asking clarifying questions, and summarizing to ensure understanding.

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Perception

The process of making sense of our surroundings by interpreting sensory information, which is influenced by our experiences, expectations, and biases.

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Stereotyping

Assigning characteristics to an individual based solely on their membership in a particular group, often overlooking their unique qualities.

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Halo Effect

Making judgments about a person based on a single positive attribute, often overlooking other aspects of their personality.

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Selective Perception

Paying attention only to information that confirms our existing beliefs and ignoring contradictory evidence.

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Projection

Attributing our own thoughts, feelings, or behaviors to others, even if they are not present.

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Framing

The way we present or interpret information, which influences our perceptions and decision-making. It's like a mental filter that shapes our understanding.

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Study Notes

Course Information

  • Course Title: International Negotiation Skills
  • Course Code: NG302E_B_Alt
  • Semester: Fall 2024
  • Instructor: Olivier Moreau
  • Email: [email protected]

Session 1: Negotiation & Communication

  • Topics:
    • Introduction to the course
    • The Nature of Negotiation
    • Communication
    • Perception, Cognition & Emotion

Ground Rules

  • Late arrivals: 0 minutes tolerance, one warning
  • Misbehavior: exclusion from class after one warning
  • Absence during evaluation (continuous or final): zero grade
  • Absence will be recorded regardless of justification

Module Plan (8 Sessions)

  • Negotiation & Communication
  • International Negotiation Architecture
  • Negotiation Styles
  • Continuous Assessment - Simulation Game
  • Negotiation pre-planning, process, and tools
  • Negotiation Strategies Part 1
  • Negotiation Strategies Part 2
  • Power Negotiations

Reference Textbooks

  • Getting to Yes: Negotiating Agreement Without Giving In (2011) by Roger Fisher and William Ury
  • Essentials of Negotiation (2020) by Roy J. Lewicki, David M. Saunders, Bruce Barry
  • Creative Solutions to Global Business Negotiations (2016) by Claude Cellich and Subhash C. Jain

Bibliography

  • Essential of Negotiation (2020, 7th edition) by Lewicki, Saunders, Barry (Mc Graw Hill)
  • Getting to Yes: Negotiating Agreement Without Giving In (2011) by Fischer, Ury (Penguin Books)
  • Creative Solutions to Global Business Negotiations (2016, 2nd edition) by Cellich, Jain (Business Expert Press)
  • Course materials based primarily on Lewicki, Saunders, & Barry textbook

Assessments

  • Continuous Assessment (15%):
    • Written in class activities (group or individual) - 30 minutes
  • Continuous Assessment (25%):
    • Group work - 10 minutes
  • Final Assessment (60%):
    • Final written exam - 2 hours
  • Assessment 1 (Session 3): Topics covered during prior sessions
  • Assessment 2 (Groups): Real negotiation research and 10 minute presentation; use learned methodology, cover context, cultural, and environmental factors.
  • Assessment 3: Application of learned methodology

Academic Integrity Policy

  • Using generative AI in graded activities is considered academic misconduct unless for learning outside graded assignments. Use must be disclosed and ideas must be cited.

Negotiation: A Definition

  • Negotiation is a decision-making process where two or more parties discuss to settle opposing interests.

Characteristics of Negotiation

  • Two or more parties involved
  • Conflict of needs and desires
  • Negotiators choose to negotiate
  • Give and take expected, compromise not always necessary

Successful Negotiation

  • Involves negotiation skills, listening, attention, creativity, and communication.
  • Includes managing tangibles (e.g., price, terms of agreement) and intangibles (values, emotions).

Distributive vs. Integrative Negotiation

  • Distributive: Zero-sum; only one winner; claim value
  • Integrative: Mutual gains; both parties achieve goals; create value

Communication as a Negotiation Tool

  • Discussion of communication process models (Jakobson)
  • Communication functions: Emotive, Referential, Poetic, Phatic, Metalingual, Conative
  • What is communicated during negotiations? (Offers, counteroffers, alternatives (BATNA), outcomes, relationship, explanations, process)
  • Verbal and nonverbal communication; characteristics of language (logical, pragmatic)
  • Channels of communication (same place/time, different place/time)
  • Importance of effective communication regarding choosing communication channels, understanding the various dimensions of communication style and importance of clarity

Perception, Cognition, & Emotion

  • Perception is a "sense-making" process (Stimulus → Attention → Recognition → Translation → Behavior)
  • Distortion:
    • Stereotyping: Judging based on group affiliations
    • Halo effect: Judgments based on a single characteristic
    • Selective perception: Focusing on information supporting existing views
    • Projection: Assigning one's own characteristics to another

Framing

  • Shaping and organizing the world around us; a filter for reality influenced by background, experiences, and culture.
  • Types of frames: Substantive, outcome, aspiration, process, identity, characterization, loss/gain.

Cognitive Biases in Negotiation

  • Errors to avoid:
    • Escalation of commitment
    • Fixed-pie belief
    • Information availability
    • Negotiator overconfidence
    • Law of small numbers
    • Self-serving bias
    • Endowment effect
    • Ignoring others' cognition
    • Reactive devaluation

Emotions in Negotiation

  • Emotions can be positive (integrative processes, positive attitude) or negative (competitive/distributive approach, escalating conflict).
  • Responding to negative emotion: Separate emotion from interest, turn the table, reflect back, uncover root issues.

Effective Communication

  • Overcoming barriers to effective communication: Language differences, differing frames of reference, emotional presentation, distractions.

In-class Exercises

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