Be prepared!
When negotiators prepare a “road map” to guide them to a negotiated agreement.
What is effective planning?
These are the items or topics that need to or could be covered by the negotiated agreement.
What are issues?
What do the best negotiators do and why is this important?
What is asking a lot of questions?
Book that explains how to reach a negotiated agreement without giving in.
What is 'Getting to YES?'
Explain how to create the most efficient negotiation outcome if the situation includes congruent issues, distributive issues, and integrative issues.
[what did your group come up with?]
These are the reasons behind the positions or offers you make, and should be identified during your planning phase.
What are underlying interests?
Negotiation issues where parties have identical or very similar preferences.
What are compatible or congruent issues?
This key question will help you uncover underlying interests
What is, "Why?"
According to Getting to Yes, this is the first step to framing a negotiation.
What is separating people from the problem?
Map a diagram showing the key parts of a Zone of Possible Agreements.
[Let's critique your ZOPA diagrams.]
This step is important because it allows you to be organized and more focused on the situation.
What is preparation?
Negotiation issues where parties have opposite preferences.
What are distributive issues?
Passive listening, body language, eye contact.
What are nonverbal forms of communication?
Having these gives a negotiator the power to walk away when the emerging deal is not very good.
What are alternatives?
Explain the difference between an inquiry-based approach and an advocacy-based approach to negotiation.
Questions lead to understanding interests =
Inquiry-based approach
Arguing positions leads to entrenchment =
Advocacy-based approach
It increases negotiation efficiency, focuses you on the most important issues, and insures that you know when to walk away.
How does preparation impact negotiating?
Negotiation issues where parties have different preferences.
What are integrative issues?
Interrogative words that will help you understand your counterpart's positions and underlying interests.
What are "what" and "how"?
These negotiated agreements are not finalized until some additional data is provided or a specified event happens.
What are contingent contracts?
List the key steps in the integrative negotiation process.
Identifying and defining the problem, identifying interests and needs, generating alternative solutions, and Evaluate those alternatives and select among them.
This involves predetermining opening moves, initial offers, choosing tactics or styles to interact, and possible concessions to make.
What is creating a strategy?
What you do during the planning phase to insure that the negotiated solution addresses issues that are most important to you.
What is prioritize the issues?
This listening style gives full attention to the speaker.
What is active listening?
The phrase used in Getting to Yes to remind us that our counterparts experience emotions, and have different viewpoints/values/backgrounds.
Negotiators are people first.
Identify several situations where trust is an issue during a negotiation, and what can be done about it (if anything).
[Answers will vary]