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Negotiation Skills: Honesty and Preparation

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Negotiation Skills: Honesty and Preparation

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Questions and Answers

What is the primary reason an untrustworthy opponent can gain concessions from you?

They can mislead you about their own priorities

They can ascertain your priorities before you know theirs (correct)

They can manipulate the negotiation process

They can exploit your lack of information about them

Which approach to gathering data is recommended when you do not trust or know the other party well?

Consult with the other party in advance about the agenda

Offer multiple proposals and see which ones the other side prefers (correct)

Extensively exchange information about interests and priorities

Determine the other party's level of authority early on

What is the key to having the 'most positive interaction' with a negotiator?

Establish the limits of the other party's authority early on

Carefully compute and decide on the best deal to offer upfront

Accommodate the other party's personal or cultural negotiation style (correct)

Consult with the other party in advance about the agenda

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 Signup and view all the answers

What is the recommended approach to introducing new issues during negotiations?

Introduce new issues only if they are well-grounded in understanding Signup and view all the answers

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 Signup and view all the answers

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 Signup and view all the answers

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 Signup and view all the answers

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 Signup and view all the answers

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 Signup and view all the answers

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 Signup and view all the answers

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 Signup and view all the answers