Motivation
This type of negotiator tends to seek for equality.
What is cooperative?
The goal of this approach is self-interest, dispute resolution and understanding.
What is “interests”?
DAILY DOUBLE!
The focus of this emotional style is to conceal or repress emotion.
What is rational or poker face?
Approach strategies. Not offering a planned concession immediately after misbehavior is properly using this strategy.
What is behavior reinforcement?
This type of negotiator believes in maximizing one’s own gain and is indifferent to the gain of others.
What is individualistic?
The goal of this approach is fairness and justice.
What is “rights”?
In distributive bargaining situations, this emotional style was found least effective.
What is negative?
Competitive negotiators should think about this and not just pie-slicing.
What is pie-expansion?
DAILY DOUBLE!
This approach is most effective for pie expansion.
What are interests?
This is the ability of people to understand emotions in themselves and others.
What is emotional intelligence?
Cooperative negotiators should develop high aspirations and avoid concentrating too much on this.
What is the bottom line?
Coercion, threats and contests are tactics often used with this approach.
What is power?
This style generally enhances creativity and may improve integrative negotiation.
What is positive?
This may prompt the other party to mirror your negotiation approach.
What is the power of reciprocity?
If you want to extinguish a behavior, you should resist the urge to do this.
What is reciprocate?
Words that evoke emotions are known as this.
What are emotional triggers?