Fundamentals
These are things we strive toward that are usually beyond the range of past achievements.
What are goals?
This acronym stands for "Best Alternative to a Negotiated Agreement."
What is BATNA?
Name 3 non-verbal cues
This negotiation type is "Win/Win" and involves "making the pie bigger."
What is Integrative negotiation?
What is a belief about what we ought reasonably to accomplish.”
What is expectations?
What are 4 of the Seven Cs of Communication
What are Clear, Concise, Concrete, Correct, Coherent, Complete, and Courteous?
This is the range between each party's Reservation Values where an agreement is satisfactory to both.
What is the ZOPA (Zone of Possible Agreement)?
To negotiate, argue, bargain or barter about the terms of a business transaction, usually focusing on the purchase or selling price of a product or service.
Haggle or Haggling
This "Win/Lose" negotiation usually revolves around a single issue like price.
What is Distributive negotiation?
The least favorable point at which one will accept a negotiated agreement.
What is a reservation value or reservation point?
This type of learner needs to engage in an activity to grasp a concept.
What is a Kinesthetic Learner?
This is the least favorable point at which one will accept a deal, always expressed as a number.
What is Reservation Value?
Of the 16 personalities, which am I?
What is an Advocate?
Name three of the three of the five negotiation strategies
What are Competing, Accommodating, Avoiding, Compromising, or Collaborative?
Reckless disregard for the truth
Knowing misrepresentation aka lie
This is an attempt to establish a reference point around which a negotiation will revolve.
What is Anchoring?
For a seller, this specific value represents the absolute minimum amount they would prepare to accept.
What is the Seller's Reservation Value?
Occurs when an under aspiring negotiator sets their target or aspirations (goals or objectives) too low at the outset of a negotiation and is granted an immediate agreement by their negotiating counterpart.
What is the Winner's Curse?
Usually consists of a negotiation process that employs a ‘mutually agreed’ upon third party to settle a dispute between negotiating parties to find a compatible agreement to resolve disputes.
What is mediation?
Serve as audiences to guarantee the application of standards that ought, in fairness, apply.
What are allies?
We often warm to people who are like ourselves, a concept known by this principle.
What is the Similarity Principle?
What is a WATNA?
What is the Worst Alternative to a Negotiated Agreement?
What are 2 ways to avoid deception?
►Ask probing questions
►Phrase questions in different ways
►Force the other party to lie or back off
►Test the other party
►Call the tactic
►Ignore the tactic
►Discuss what you see and offer to help shift to more honest behaviors
►Respond in kind
A process to resolve a dispute between negotiating parties who have reached a deadlock in their negotiation, using a third party who renders a decision that is binding.
What is arbitration?
A low level or approach in the amount of risk that a negotiator is prepared to accept in a negotiation.
What is risk-averse?