Core Concepts
This is the process of reaching an agreement between two or more parties.
What is negotiation?
You open with the first offer to shape the negotiation in your favor.
What is anchoring?
Focusing on underlying needs rather than stated demand reflects this principle.
What is focusing on interests over positions?
In order to tame emotions, you must first _____ emotions.
What is name or label emotions?
Claiming your offer is final with no room for movement.
What is take-it-or-leave it tactic.
This term refers to your best alternative if a deal is not reached.
What is BATNA
You concede very slowly and in small amounts to signal limited flexibility.
What is concession management or strategy.
Brainstorming or expanding the number __________ before deciding reflects this concept
What is inventing options or option-building?
When emotions get heated, it is important to separate the people from the ____________.
What is the problem?
One negotiator is tough while the other is friendly to manipulate perception.
What is good cop/bad cop?
This is the worst acceptable outcome you are willing to accept in a negotiation.
What is a reservation point (or a WATNA)
You act as though you have strong alternatives--even if you don't--to gain leverage.
What is bluffing (about your BATNA)?
Bringing in objective _________ can be incredibly effective in negotiating disputes.
What are objective standards or criteria?
What type of listening aids in diffusing emotions?
What is active listening.
How should you respond when your counterpart asks you to make another concession without getting anything in return?
What is refuse? Don't bid against yourself. Make it clear you are waiting for a reciprocal offer. You can brainstorm options, but do not give in without getting something in return.
The range between two parties' reservation points where agreement is possible.
What is the Zone of Possible Agreements (ZOPA)?
You make a concession but also ask for one in return.
What is reciprocity
Trading issues that one party values more than the other is known as this.
What is logrolling?
Logrolling is a negotiation strategy of trading across issues, where parties concede on low-priority items to gain on high-priority items.
After you label a fear, barrier, or mirror a statement, it is important to _________.
What is be quiet or pause?
After you label a fear, barrier, or mirror a statement you want to pause to let it sink in. Don't worry, the other party will fill in the silence and chances are you will get invaluable information.
Overwhelming the other party with pressure or information
What is intimidation?
This type of negotiation focuses on expanding value rather than dividing it.
What is integrative negotiation?
You intentionally delay agreement to wear down the other party's patience or create pressure with an upcoming deadline.
What is stalling or a delay tactic (also considered a hard bargainer tactic)
How do you identify interests?
By asking questions (with the right tone and language, e.g., "why"?, and putting yourself in their shoes). When you ask "why" it is not to make them justify their position but to help grow your understanding your understanding of their interests . . . what is it they need, want, hope for, fear and WHY do they need, want, hope or fear these things?
What are three techniques to use in active listening.
Eye contact; pause or remain silent after they first stop talking and avoid the impulse to interrupt; affirmative gestures or phrases: head nodding, yes, I see; mirror, summarize or paraphrasing what is being said
What are some ways to respond to extreme demands followed up by small, slow concessions?
Know your goals, your BATNA, and your bottom line--don't let an aggressive opening rattle you.