Be prepared
T/F: This is the first best practice for negotiations talked about in class.
True
What does BATNA stand for?
Best alternative to a negotiated agreement.
Master the key paradoxes of negotiations is what number in the best practices.
#5
What is the risk of ignoring undefined coalitions?
This is the risk when you fail to address potential coalitions that may form unexpectedly and shift the balance of power in a negotiation.
"It is not about who you know, but who knows you!"
Will Cohen
T/F: Should the negotiator plan out the entire negotiation before it begins?
False
T/F: Should you always have a plan B if plan A fails?
True
Describe the difference between claiming value versus creating value.
Claiming value focuses on dividing existing resources often in a competitive manner, to maximize one party's gain. Creating value involves collaborating to expand the overall benefits, finding solutions that satisfy the interests of all parties.
T/F: Coalitions can form unexpectedly in a negotiation?
True
Who sends sticky notes as a thank you note and said that when working with agents it is so important to have a relationship?
Marty Barrett