How do we negotiate?
How many types of positional bargaining styles are there?
2
Which of the following does NOT come in the way of negotiating?
Ego
Friendship
Emotions
Friendship
What is the first step to inventing creative options?
Eating
Brainstorming
Yelling
Brainstorming
Threats in negotiations are a form of _________.
Psychological warfare
What are the two types of negotiations?
Relationships
The ______ Chart indicates to us the Four Basic Steps of Inventing Options.
Circle
Never yield to pressure, only to _______.
Principle
Which of the following is NOT an aspect of principled negotiation?
People
Interests
Moods
Options
Criteria
Moods
Perception
Fill in the blanks:
For good negotiation, one should separate _____ options from _______ options.
What does BATNA stand for?
Best Alternative to a Negotiated Agreement
If you are likely to change your position easily, why type of positional bargaining style are you employing?
Soft positional bargaining
Perception
Communication
Emotions
Perception
Using objective criteria promotes ________ and efficiency.
Logic
Fairness
Conflict
Fairness
Which of the following is NOT a step to negotiating the rules of the "game?"
Recognizing the tactic
Raising the issue explicitly
Question the tactics legitimacy and desirability
Putting yourself in their shoes
Putting yourself in their shoes
Which of the following is NOT characteristic of a HARD positional bargaining style?
Distrusting others
The goal is agreement
Making threats
The goal is victory
The goal is agreement
Without _________, there is no negotiating. (Hint: one of the THREE concepts to remember while negotiating).
Communication
While inventing creative options, the negotiators should invent ways of making the decision _______.
Easy
What one common "dirty" trick in negotiations?
Deliberate deception; psychological warfare; position pressure tactics