Important topics for Negotiation Quiz

BATNA

Best Alternative to a Negotiated Agreement. It is the course of action a party will take if a negotiation does not result in a satisfactory agreement.

Bargaining

The process of reaching a mutually acceptable agreement through discussion and compromise.

Interdependence

The state of being mutually reliant on each other, where the actions or decisions of one party affect the outcomes for the other party.

Mutual adjustment

The process of making changes or modifications to one's position or demands during a negotiation to reach a mutually beneficial outcome.

Bargaining range/Settlement range/Zone of potential agreement

The range of possible outcomes or terms that both parties find acceptable and are willing to agree upon.

Value creating

The process of increasing the overall value or benefits for both parties involved in a negotiation.

Value claiming

The process of maximizing one's own share or portion of the value or benefits in a negotiation.

Concession

A unilateral or voluntary act of yielding or compromising on certain terms or demands during a negotiation.

Issues

The specific topics or areas of discussion that are the focus of a negotiation.

Bargaining mix

The combination or assortment of issues, variables, or elements that make up the negotiation agenda.

Resistance point

The limit or threshold beyond which a party is unwilling or unable to make further concessions or compromises.

Goal (i.e., Target)

The desired or intended outcome or result that a party aims to achieve through a negotiation.

Opening offer

The initial proposal or position presented by a party at the start of a negotiation.

Range

The span or extent between the lowest and highest possible values or outcomes in a negotiation.

Interests (purpose, types, etc.)

The underlying needs, desires, concerns, or motivations that drive or influence a party's positions or demands in a negotiation.

Hardball tactics (e.g., low/high ball, intimidation, nibble,…)

Aggressive or manipulative negotiation strategies or tactics aimed at gaining advantage or pressuring the other party.

Integrative tactics (e.g., logroll, bridge,…)

Cooperative or collaborative negotiation strategies or tactics aimed at finding mutually beneficial solutions or compromises.

Good Cop/Bad Cop

A negotiating strategy involving at least two people on one side of the negotiation; of the two, one is reasonable and agrees with the other, the other is aggressive and unagreeable

Lowball/Highball

using extreme offers to change the anchor of potential negotiation settlements

Intimidation

Purposely frightening another person through threatening words, looks, or body language.

Snow Job

giving the opponent so much information that they become bogged down

Logrolling

Patries must have more than one issue, and different priorities. It is trading issues or wins during a negotiation to reach a compromise

Expand or modify the pie

Add resources, financial, human, or new interests.

Post-Settlement Settlements

commitments in which negotiators reach a settlement and try to agree on improvements to that settlement afterward

Brainstorming

Generate a list of options for one or more interests without any trace of judgement or commitment.

Cialdini’s Principles of persuasion

Reciprocity: People tend to return favors. Offer something of value to someone, encouraging them to respond positively.

Commitment and Consistency:

Social Proof: Look at actions of others to guide own decisions.

Authority: seen as an expert in their field, others influenced by this

Liking: Like and trust

Scarcity: Opportunities or resources limited.

For steps in integrative negotiation process

1.) Separate people from the problem

2.) Focus on interests, not positions

3.) Generate a variety of options

4.) Base your outcome on objective criteria

Types of Interests

1.) Tangible (Substantive)

2.) Intangible (Relationship interests)

3.) Process interest’s : related to how the negotiation unfolds

Dilemma of trust

The challenge of balancing the need to trust the other party with the risk of being taken advantage of in a negotiation.

Dilemma of honesty

Revolves around the tension between the desire to be truthful, and the potential consequences of revealing too much information and being overly honest.

Commitment

A promise or assurance made by one party to the negotiation to follow through on an agreement.

Threat

A statement or action made by one party with the intention of coercing or pressuring the other party to concede, make concessions, or change their position.

Which of the following statements concerning positions taken during negotiation is true?

Research suggests that making the first offer in negotiation is advantageous to the negotiator making the offer.

Two types of concerns in dual-concerns model

The concerns for their own self

The concern for others

How is bargaining mix determined

It is based on the package of issues up for negotiation

The five major styles of conflict management (As identified in the dual concerns model)

Competitive, collaborative, compromising, accommodating, and avoiding

Substantive goals

Money or a specific outcome

Intangible goals

Winning, beating the other party, or getting a settlement at any cost

Procedural goals

Shaping the agenda or having a voice at the table