12 Questions
What is the primary reason an untrustworthy opponent can gain concessions from you?
They can ascertain your priorities before you know theirs
Which approach to gathering data is recommended when you do not trust or know the other party well?
Offer multiple proposals and see which ones the other side prefers
What is the key to having the 'most positive interaction' with a negotiator?
Accommodate the other party's personal or cultural negotiation style
What is a key characteristic of the 'third type' of negotiator described in the passage?
Offers the best deal upfront and declares it non-negotiable
What is the recommended approach to introducing new issues during negotiations?
Introduce new issues only if they are well-grounded in understanding
What is the primary reason a well-prepared negotiator has considered the 'past and future context of the business relationship'?
To ensure the negotiation aligns with the broader business context
What is the primary purpose of preparing and rehearsing answers to difficult questions in a negotiation?
To deliver the answers smoothly and avoid revealing weaknesses
How should you approach negotiations if you expect or want to continue a business relationship with the other party?
Be cautious about using tactics perceived as bullying or manipulative
What factor should influence your negotiation style and willingness to share information about your needs and priorities?
The level of trust and perceived trustworthiness of the other party
What is the potential benefit of maintaining trust and goodwill with the other party, even after the current negotiation is concluded?
It increases the likelihood of future business opportunities
If you can safely assume that the other party wants a continuing relationship with you, what concern can you potentially alleviate?
Concern about them negotiating in bad faith
What is a crucial factor to consider when evaluating potential strategies, tactics, or actions in a negotiation?
The future consequences and impact on ongoing relationships
Learn how to prepare honest answers that do not expose weaknesses when negotiating. Understand the importance of rehearsing responses to difficult questions to avoid awkward moments. Explore tactics to maintain a strong relationship during negotiations.
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