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This key problem arises when people believe their interests are incompatible when they are not?
What is false conflict?
This major sin is also known as lose-lose negotiation.
What is leaving money on the table?
Strangely enough, people are quite uncomfortable negotiating exchange agreements with this group.
What are friends and/or family?
This term refers to one of the negotiators (also something you may have on your birthday).
What is a party?
This is a force that tends to make us act in accordance with our beliefs, feelings, and behaviors.
What is consistency?
The process of offer and counteroffer is known as this (it is not the cha cha or foxtrot).
What is the negotiation dance?
This is the ability of people to understand emotions in themselves and others.
What is emotional intelligence?
Preference for a sure thing over an alternative involving chance is known as this.
What is risk aversion?
This type of negotiator tends to seek for equality.
What is cooperative?
This type of trust is based on empathy.
What is identification-based?
If you could have one piece of information about the other party it would be this.
What is their BATNA?
You should determine this but not reveal it.
What is reservation point (or BATNA also)?
Coercion, threats and contests are tactics often used with this approach.
What is power?
This Latin phrase describes the pattern of concessions that should exist.
What is quid pro quo?
Rather than making single issue offers you should do this.
What is make package deals or multiple points of negotiation?
You should provide the other party information about these two things.
What are interests and priorities?
This major sin is also known as the winner’s curse.
What is settling for too little or leaving money on the table?
Violations of this (the etiquette of negotiation) leads to distrust and breakdown of the negotiation.
What is good-faith bargaining?
One way to avoid escalating conflict is to use GRIT, an acronym which stands for this.
What is gradual reduction in tension?
If you want to extinguish a behavior, you should resist the urge to do this.
What is reciprocate?
These two hierarchical issues apply to business relationships but not to friendships.
What are status and rank?
Resuming negotiations after initial settlement, to improve the solution if possible is known as this.
What is post-settlement settlement?
This important step is counterintuitive and goes against our natural instinct to protect our honor.
What is do not get defensive?
These two terms are used to distinguish between dividing the pie and expanding the pie.
What is distributive and integrative?
The highest or third level in the Pyramid Model of Integrative Agreements is known as this.
What is Pareto optimal?