Negotiation
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Avg score: 63% • Most missed: “The strenght of positive relations within a team”
Negotiation
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25 Questions

1. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words

2. Members who are attracted to particular members

3. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)

4. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation

5. Someone who realizes both that the pie can be expanded and who does not forget to claim resources

6. Expand the amount of available resources

7. Expand the pie - Logroll-finding different issues and prioritize them. End up with a highly preferred outcome - Compensation(not integrative)- agreeing to ones objectives and accommodating the others interests - cut the costs for compliance-ones obje

8. How much utility we derive depends on who is providing it

9. BATNA - Reservation Price - ZOPA - Value Creation through Trades

10. The tendency to treat chance events as though they have a built in evening out mechanism

11. Someone who believs one must adopt a tough hard stance to negotiate

12. Involves trade iffs that require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue

13. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative

14. See invalid correlations between events

15. Negotiators thinking they are revealing more information that they actually are

16. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions

17. External standards or precedents that might convince one or both parties that a proposed agreement is fair

18. The process of drawing logical conclusions

19. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference

20. Unable to acces knowledge when we need it

21. Proceed towards one answer

22. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach

23. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem

24. One that calls into question anothers character

25. Grounded in complete empathy with another persons desires and intentions

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