The Basics
Can be described as
A. win-win
B. enlarging the pie
C. process of inquiry
Integrative Negotiation
This outcome occurs when both sides are still talking but are not making any progress.
Stalemate
Specify the approach that recognizes and appreciates feelings, thoughts, and opinions.
Empathy or Align
This factor relates to body language, attire, personal space, etc.
Physical
This type of drive assumes the individual is out to beat them.
Competitive Drive
Can be described as
A. win-lose
B. zero sum
C. advocate positions
Bargaining Negotiation
To increase a demand to achieve a better result.
Raising the ante
This approach might help achieve your desired outcome.
Add something new to the discussion.
This factor relates to subjective responses to a person or situation.
Emotional
This type of drive is the best way to deal with competition.
Advocate ... for all parties
This assumes the negotiation will be more successful if communication proceeds from the more general to the more specific topics.
Funnel Technique
To yield a point in an argument or concede to someone else.
Concession
Do this to assess the negotiation process.
Read the person or situation
This factor is when a negotiator may refuse to concede on an inconsequential matter.
Self-concept
This tool serves as an opportunity for the parties to introduce themselves to each other.
Opening move
Listening to the owner’s concerns and issues is part of which step in the Funnel Technique.
Problem Census
A threat that an individual does not intend to carry out.
Bluff
Use this approach to reduce defensiveness based on an order of priority.
Identify/Determine Needs
This type of attitude is important for a negotiator to bring to the negotiation.
Can-do or positive attitude
This type of drive is when an individual wants to find a resolution.
Solutional Drive
There's a shift to this type of negotiation when problem solving is not practical.
Bargaining Negotiation
When the negotiator needs to determine the best alternatives.
BATNA
Use this approach to personalize the negotiation and create a positive tone.
Establish Connections
The negotiator might show this negotiation strategy to move the negotiation forward.
Showing your cards
This tool is an assurance that a person will do something.
Promise