30 Questions
What is the definition of negotiation?
A dialogue aiming to reach a beneficial outcome for all parties involved
In negotiation, what is a major factor in determining the success of the negotiations?
The level of trust between the negotiating parties to implement the solution
What is another term for distributive negotiation?
Positional negotiation
What type of negotiation tends to approach negotiation on the model of haggling in a market?
Distributive negotiation
What is the nature of distributive negotiation?
Maximizing individual gains at the expense of the other party
What is the primary aim of negotiations?
To resolve points of difference and craft outcomes to satisfy various interests
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
Integrative negotiation attempts to create value in the course of the negotiation by:
providing an alternative to traditional distributive negotiation techniques
What is the primary focus of accommodators in negotiations?
Preserving personal relationships and solving the other party's problems
What is the main characteristic of competitive negotiators?
Enjoying negotiations because they present an opportunity to win something
What strategy should be used before the negotiation to increase power?
Gather benchmark data and enhance your BATNAs
During the negotiation, what strategy should be used to convey power?
Mention your BATNAs and avoid disclaimers and weak language
What should be done to finalize the deal after the negotiation?
Follow up with an email summary and compliment their negotiation skills
What is the first step in the negotiation process?
Determining goals clearly
'Logic is not persuasive/Initiative' refers to:
'Trade concessions/Benefit' - don't give them away
What are some things that need to be prepared and planned with great care?
Identifying 'negotiable issues'
What does 'Prepare and plan with great care' suggest?
Identifying 'negotiable issues'
What strategy should be used to 'Finalize The Deal'?
Follow Up With an Email Summary
What is the fundamental principle in negotiations according to the text?
Establishing a friendly climate of mutual interests and trust
What is the first step recommended for success in negotiations in the text?
Gather background information about the other party
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
What is a key aspect of negotiators' behavior as recommended by the text?
Being committed to a WIN:WIN result
What is NOT recommended as a behavior for negotiators according to the text?
Applying pressure on the other party
What does LIM Model stand for as mentioned in the text?
Like to Achieve, Intend to Achieve, Must Achieve
What is the single most important stage of negotiation according to the text?
Understanding and clarifying information
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
What behavior indicates that negotiators see their counterparts as friends, according to the text?
"Is willing to trust the other side"
What should negotiators avoid in terms of their negotiation strategy according to the text?
Misleading as to 'bottom line'
How should negotiators manage their commitment process according to the text?
List the agreement in detail
What is a key aspect of negotiators' behavior NOT recommended by the text?
Sees victory as the goal
Test your understanding of negotiation management, including the definition of negotiations, the dialogue process, and the intended beneficial outcomes for involved parties.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
