Understanding
Negotiations are a means to satisfy interests. True or False?
True
. ________ creates anxiety in the negotiator,
Uncertainty
Those who actually perform the negotiation are:
The parties at the table.
Arguments that utilize facts, comparisons or threats are trying to do what?
Convince the other side
An employee is told by a manager, “every time you message client x, I need to be cc’d.” After the employee asked the manager why, the manager said they wanted to make sure the client was happy. What did the employee find out?
The managers underlying interest
The attribution of traits, values, and motives to individual members of a group, based on generalizations about the group is called
Stereotyping
When negotiators focus only on their own outcomes and ignore the relationship, what key aspect of effective negotiation do they overlook?
The importance of maintaining and building relationships.
If an employee says they want a raise because they are the only one who has never had one, and the manager says it's due to the employees’ meniscal amount of experience, what are each of them using to try to convince the other?
Facts
A hard-working employee asks for a raise on multiple occasions yet never can answer why. Later, the manager finds out that the employee really wants to feel valued by the company. If the managers only focus was on the monetary value, what would have been missed and what can they do now instead of giving a massive raise?
The underlying interest would have been missed. Any other form of appreciation, a better title, a better office, an office party in recognition, etc.
Research on anxiety suggests that cognitive __________ and _______ are hindered when individuals feel threatened
problem solving & creativity
You’re negotiating a contract and only argue over price. What critical mistake are you making by not discussing delivery schedules, quality standards, or service terms?
Narrowing the negotiation to a single issue instead of creating value through multiple interests.
Two coworkers have both been assigned to the same project and are attempting negotiation for who should lead it. One of them says “I've been here longer, and due to my seniority, I should lead” and the other says, “but I have twice the experience doing this than you do.” What are they doing and how could they change the crash course they’re on?
Trying to convince each other.; They could try to understand each other’s underlying concerns.
Party A and party B are in a negotiation. Party A received an explanation from Party B regarding a question and didn’t dig in further. After walking away from the negotiation, Party A realizes Party B was concerned about something else. What mistake did Party A make?
Not trying to understand what Party B's underlyingy interest
What is Information Asymmetry?
where one side has more information than the other; when others are perceived to have an information advantage over you
In a negotiation, one side asks many questions and listens actively to the answers. What key skill are they demonstrating, which often uncovers hidden interests?
Effective probing and active listening.
A convincing approach tends to lead negotiating parties to a draw. What is the big limitation only relying on this approach and what is a drawback?
It focuses on showing that the other is wrong and ignores underlying interests; it leaves value on the table
You & your boss are negotiating your workload. They want you to attend extra meetings, which you hate and feel you already do to much. Instead of telling them no, you ask follow up questions and find out the main concern is not losing the client due to them becoming antsy. How could you add value to the situation once you know this?
Suggesting alternate solutions that would help keep the client happy
If another party believes that you have relevant knowledge and expertise, then you will have ___________ over that party.
expert power
A manager enters a negotiation already convinced of the “right” solution and refuses to adapt, causing the talks to stall. Which major negotiation pitfall does this represent?
Escalation of commitment and lack of flexibility.
Attempting to negotiate, a company and supplier are stuck in disagreement. The company says, “you need to lower prices because your competitor is half the price.” The supplier says, “Our price is justified due to the quality of their product compared to theirs.” What is the likely outcome and if they were to find underlying interests, what would be a good way for them to find an agreement?
Likely outcome is stalemate; They could compromise. Like a buying in bulk deal or something else