IO/LO
Hard Ballers
One Word Phrases/Acronyms
Traps/Tactics
Poutpourri
100

One of the 6 Institutional Objectives covered in this class

What is:

Critical Thinking ("CT")

Scientific Reasoning and the Principles of Science ("SR")

The Human Condition, Cultures, and Societies ("HCCS")

Leadership, Teamwork, and Organizational Management ("LTO")

Clear Communication ("CC")

100

The Hardball Tactic that aligns with an HBR Hidden Trap of Decision-Making

What is lowballing?

100

A "positive" look at what happens if you don't get a deal

What is BATNA

100

The cognitive trap that shows that for the same underlying outcomes we are risk averse when presented as a possible gain but risk seeking when posed as a potential loss

What is the "Framing Trap"

100

Michael Grant says you either be one or the other.

What is a giver or a taker.

200

The learning objective is covered in the benchmark Browning and Dale Negotiation.

What is LO 13 (to understand the key role of preparation and hard work)

200

Threatening the other side in negotiation about the unreasonableness of the negotiation.  "The sky is falling"

What is Chicken Little?

200

A "negative" look at what happens if you don't get a deal.

What is WATNA?

200

This trap is described by Warren Buffett's investment advice.  "When you find yourself in a hole, you should stop digging"

What is the Status Quo trap?

200

One Objective Criterion you used or could have used in the Allison v. Phizocline Negotiation.

What is 

TO BE DECIDED 

300

The Institutional Objective covered by the Jung, TKCMI, and Big Five.

What is the HCCS ("self-awareness")

300

The one word term that is what you create when you logroll in a distributive negotiation (mislead the other side into believing one of your items being traded is worth a great deal more to you than it is so you can trade it at a higher "price" in the trade)

What is the "bogy"?

300

Jung says that this personality type draws energy from within and not from being around others. 

What is "introvert"

300

"Getting to Yes" is about this tactic or approach to negotiation. 

What is integrative

300

The pattern of ______that we study to know our next moves.

What is concessions?

400

The learning objective that we will accomplish when we rotate the group leader at the table?

What is learning objective # 14 (To lead a negotiation exercise)

400

Similar to a police interrogation, the two roles played by the hard balling negotiators

What is good cop, bad cop?

400

It measured the way you approach conflict. A self-assessment not to avoid.

What is "TKCMI"

400

any one of the three ways to deal with a hardball tactic from the other side of the table.

What is:

Ignore

Respond in Kind

Call Out

400

The two dilemmas of how to approach the other party in the negotiation whether you are "Getting to Yes" or not.  

What are the dilemmas of Trust and Honesty

500

The learning objective in The Art Case (remember Hilario?)

What is learning objective 15? (To negotiate in a one-on-one setting and obtain feedback on performance

500

A hardball tactic often used by Asian negotiators to take advantage of the Westerners rush to do a deal. While it can  be due to the negotiation context.

What is "asymmetrical time pressures"

500

A distributive tactic to avoid sharing information.

What is "screening".

500

The deal is agreed to in principle.  One side then asks for a minor additional item hoping that in the good feeling of the moment, it will be added to the deal

What is "The Nibble"

500

In a perfect Integrative Negotiation where mutual gain has been maximized for both parties, the point where any concession going forward is a loss for one and gain for the other.

What is the Pareto Optimal?