Negotiation Skills and Techniques Overview

What is the definition of negotiation?

A dialogue aiming to reach a beneficial outcome for all parties involved (correct)
A situation where one party tries to maximize their own gain at the expense of the other
A debate between two or more parties to determine a winner
A confrontation where one party seeks to overpower the other

In negotiation, what is a major factor in determining the success of the negotiations?

The dominance of one party over the others
The number of concessions made by both parties
The level of trust between the negotiating parties to implement the solution (correct)
The speed at which the negotiation takes place

What is another term for distributive negotiation?

Win-win negotiation
Synergistic negotiation
Collaborative negotiation
Positional negotiation (correct)

What type of negotiation tends to approach negotiation on the model of haggling in a market?

Distributive negotiation (A) Signup and view all the answers

What is the nature of distributive negotiation?

Maximizing individual gains at the expense of the other party (D) Signup and view all the answers

What is the primary aim of negotiations?

To resolve points of difference and craft outcomes to satisfy various interests (A) Signup and view all the answers

In distributive negotiation, each side often adopts an extreme position and employs guile in order to:

cede as little as possible before reaching a deal (D) Signup and view all the answers

Integrative negotiation attempts to create value in the course of the negotiation by:

providing an alternative to traditional distributive negotiation techniques (D) Signup and view all the answers

What is the primary focus of accommodators in negotiations?

Preserving personal relationships and solving the other party's problems (B) Signup and view all the answers

What is the main characteristic of competitive negotiators?

Enjoying negotiations because they present an opportunity to win something (A) Signup and view all the answers

What strategy should be used before the negotiation to increase power?

Gather benchmark data and enhance your BATNAs (B) Signup and view all the answers

During the negotiation, what strategy should be used to convey power?

Mention your BATNAs and avoid disclaimers and weak language (A) Signup and view all the answers

What should be done to finalize the deal after the negotiation?

Follow up with an email summary and compliment their negotiation skills (D) Signup and view all the answers

What is the first step in the negotiation process?

Determining goals clearly (D) Signup and view all the answers

'Logic is not persuasive/Initiative' refers to:

'Trade concessions/Benefit' - don't give them away (A) Signup and view all the answers

What are some things that need to be prepared and planned with great care?

Identifying 'negotiable issues' (B) Signup and view all the answers

What does 'Prepare and plan with great care' suggest?

Identifying 'negotiable issues' (D) Signup and view all the answers

What strategy should be used to 'Finalize The Deal'?

Follow Up With an Email Summary (D) Signup and view all the answers

What is the fundamental principle in negotiations according to the text?

Establishing a friendly climate of mutual interests and trust (C) Signup and view all the answers

What is the first step recommended for success in negotiations in the text?

Gather background information about the other party (B) Signup and view all the answers

What should negotiators focus on, as per the text, to improve their BATNA (Best alternative to a negotiated agreement)?

Understanding and working to improve their BATNA (B) Signup and view all the answers

What is a key aspect of negotiators' behavior as recommended by the text?

Being committed to a WIN:WIN result (A) Signup and view all the answers

What is NOT recommended as a behavior for negotiators according to the text?

Applying pressure on the other party (D) Signup and view all the answers

What does LIM Model stand for as mentioned in the text?

Like to Achieve, Intend to Achieve, Must Achieve (D) Signup and view all the answers

What is the single most important stage of negotiation according to the text?

Understanding and clarifying information (D) Signup and view all the answers

How do successful negotiators compare to average negotiators in terms of acquiring and clarifying information?

Ask fewer questions and spend more time acquiring and clarifying information (B) Signup and view all the answers

What behavior indicates that negotiators see their counterparts as friends, according to the text?

"Is willing to trust the other side" (D) Signup and view all the answers