Power
This is your most important source of power in negotiation if the bargaining zone is small.
What is BATNA?
This persuasion tactic involves determining the sequence in which issues are discussed.
What is power of agenda?
This form of lying occurs when a speaker knowingly misrepresents a material fact on which the victim relies and which causes damage.
What is fraud?
Strategies for determine Ethical behavior:
This test asks how comfortable you would be if hearing your actions on the evening news.
What is the front page test?
When the bargaining zone is large, this source of power can outweigh BATNA.
What is your contribution?
Proposing several of these, all of equal value to yourself, can give you a power advantage.
What are options or alternatives?
Not revealing your true preference so you can appear to make a sacrifice to extract additional concession is known as this misrepresentation.
What is passive?
DAILY DOUBLE
This is the underlying capacity of a negotiation to obtain benefits from an agreement.
What is potential power?
Getting a verbal agreement often leads to additional agreement due to this principle.
What is consistency or commitment?
This involves backing out of an agreement.
What is reneging?
This type of power is the negotiator’s assessment of each party’s potential power.
What is perceived power?
This peripheral route to persuasion uses gifts or other niceties to obtain a level of indebtedness.
What is reciprocity?
This is the most common rationale for lying.
What is the belief that the other party is lying?
This is the extent to which negotiators are able to claim benefits from an interaction.
What is realized power?
DAILY DOUBLE!
Getting the camel’s nose in the tent is an example of this technique.
What is foot-in-the-door?
DAILY DOUBLE!
Lying about one’s reservation price decreases the bargaining zone and can increase the probability of this.
What is impasse?