Negotiation Final

What are the two types of negotiation attitudes?

1. to win as much as possible

2. to achieve a fair and equitable outcome

What is the definition of negotiation style?

It’s your demeanor

What is the definition negotiation tactic?

specific negotiating behavior lawyers use in a specific negotiation circumstance

• also acceptable definition: the actions of negotiator

What is the definition of negotiation strategy?

series of tactics or specific negotiating behaviors the atty uses over the entire negotiation processW

What are the types of negotiation style?

• hint: there are 2

1. cooperative (aka social)

2. competitive (aka businesslike)

What are the types of negotiation strategies?

• hint: there are 3

1. interest-based

2. competitive positional

3. cooperative positional

What are the three categories for tactics?

1. Competitive

2. Cooperative

3. Problem-solving

What is the difference between position and interest?

Position is what you want, and interest is why you want it

What are the elements of interest-based negotiation?

• hint: there are 5

• Separate people from problem

• Focus on interests and not positions

• Invent options for mutual gains

• Identify objective criteria

• Identify your BATNA

What is the difference between competitive positional and cooperative positional negotiation strategies?

Competitive more likely to guard information and be stand-off ish while cooperative is more likely to share information to keep the peace

What are the things that should influence your negotiation strategy?

1. Clients interests and position

2. Other partys style and strategy

3. What you can convincingly do

What are the four steps in the negotiation process?

1. Negotiation planning and preparation

2. Information exchange

3. Initial proposals and concessions

4. Narrowing of differences and closure

What is a BATNA?

best alternative to negotiation agreement- The option that best satisfies the clients interests if negotiation is unsuccessful

• its like a backup plan