Negotiation Skills and Techniques Overview
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Questions and Answers

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?

    <p>Distributive negotiation</p> Signup and view all the answers

    What is the nature of distributive negotiation?

    <p>Maximizing individual gains at the expense of the other party</p> Signup and view all the answers

    What is the primary aim of negotiations?

    <p>To resolve points of difference and craft outcomes to satisfy various interests</p> Signup and view all the answers

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

    <p>cede as little as possible before reaching a deal</p> Signup and view all the answers

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

    <p>providing an alternative to traditional distributive negotiation techniques</p> Signup and view all the answers

    What is the primary focus of accommodators in negotiations?

    <p>Preserving personal relationships and solving the other party's problems</p> Signup and view all the answers

    What is the main characteristic of competitive negotiators?

    <p>Enjoying negotiations because they present an opportunity to win something</p> Signup and view all the answers

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

    <p>Gather benchmark data and enhance your BATNAs</p> Signup and view all the answers

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

    <p>Mention your BATNAs and avoid disclaimers and weak language</p> Signup and view all the answers

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

    <p>Follow up with an email summary and compliment their negotiation skills</p> Signup and view all the answers

    What is the first step in the negotiation process?

    <p>Determining goals clearly</p> Signup and view all the answers

    'Logic is not persuasive/Initiative' refers to:

    <p>'Trade concessions/Benefit' - don't give them away</p> Signup and view all the answers

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

    <p>Identifying 'negotiable issues'</p> Signup and view all the answers

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

    <p>Identifying 'negotiable issues'</p> Signup and view all the answers

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

    <p>Follow Up With an Email Summary</p> Signup and view all the answers

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

    <p>Establishing a friendly climate of mutual interests and trust</p> Signup and view all the answers

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

    <p>Gather background information about the other party</p> 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)?

    <p>Understanding and working to improve their BATNA</p> Signup and view all the answers

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

    <p>Being committed to a WIN:WIN result</p> Signup and view all the answers

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

    <p>Applying pressure on the other party</p> Signup and view all the answers

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

    <p>Like to Achieve, Intend to Achieve, Must Achieve</p> Signup and view all the answers

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

    <p>Understanding and clarifying information</p> Signup and view all the answers

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

    <p>Ask fewer questions and spend more time acquiring and clarifying information</p> Signup and view all the answers

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

    <p>&quot;Is willing to trust the other side&quot;</p> Signup and view all the answers

    What should negotiators avoid in terms of their negotiation strategy according to the text?

    <p>Misleading as to 'bottom line'</p> Signup and view all the answers

    How should negotiators manage their commitment process according to the text?

    <p>List the agreement in detail</p> Signup and view all the answers

    What is a key aspect of negotiators' behavior NOT recommended by the text?

    <p>Sees victory as the goal</p> Signup and view all the answers

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