Final

Question 1

Trial Balloon

Answer 1

A way of testing the water to see if the other side is going to accept your proposal

Question 2

“What if….” “Suppose we…..” “If we were to….”

Answer 2

Trial Balloon

Question 3

Precedent

Answer 3

Past behavior serves to justify the action that you are requesting

Question 4

“We have always done it this way” or “We have never done things this way before”

Answer 4

Precedent

Question 5

Limited Authority

Answer 5

The final authority rests elsewhere

Question 6

“The boss will have to authorize this matter’

Answer 6

Limited Authority

Question 7

Missing Person

Answer 7

Referencing someone who is not present in the deal

Question 8

“Sally is not here and we must have her in order to continue - let me make sure that is OK with her.” “Rupert is in Kansas and he has the necessary report - we cannot continue without that critical piece”

Answer 8

Missing Person

Question 9

Association

Answer 9

Affiliation with an institution, etc.

Question 10

“We are working with John on this project”

Answer 10

Association

Question 11

Blanketing

Answer 11

Everyone is doing it - currently

Question 12

“Everyone is doing it”

Answer 12

Blanketing

Question 13

Bogey

Answer 13

Hard on the issue and soft on the people

Question 14

“I really like you Bill, but…”

Answer 14

Bogey

Question 15

Flinch

Answer 15

Recoil sending a not OK message to the other party

Question 16

“What!! You are kidding!”

Answer 16

Flinch

Question 17

Legitimacy

Answer 17

Printed word of quote backs you up

Question 18

Example - a document, agreement, technical data, sheet of figures, advertisement, etc.

Answer 18

Legitimacy

Question 19

Deadlines

Answer 19

Pressure the other party to make a decision within a given period of time

Question 20

“You have 5 minutes to make a decision”

Answer 20

Deadlines

Question 21

Crunch

Answer 21

Pressuring the other party for concessions

Question 22

“You have to do better than that”

Answer 22

Crunch

Question 23

Nibbling

Answer 23

Asking for minor concession

Question 24

“Will you also cover the cleaning fee for the room rental”

Answer 24

Nibbling

Question 25

Limits

Answer 25

Setting up a parameter in advance of the detailed discussion

Question 26

"I only have $10,000 to work with in this case

Answer 26

Limits

Question 27

Take it or leave it

Answer 27

Negotiation by ultimatum

Question 28

"This is my final offer"

Answer 28

Take it or leave it

Question 29

Withdrawal

Answer 29

Appearing as if you are going to leave

Question 30

"It does not look like we are going to have a deal here"

Answer 30

Withdrawal

Question 31

Good guy/Bad guy

Answer 31

High pressure tactic. One person is demanding and difficult while the other person is very soft and reasonable

Question 32

One mean and one nice

Answer 32

Good guy/Bad guy

Question 33

Reversal

Answer 33

Taking back a concession or reversing a position, citing dissatisfaction with another item within the negotiation

Question 34

"I cannot agree to that price if you are not going to buy both items"

Answer 34

Reversal

Question 35

Exploding offer

Answer 35

An offer with an extremely tight deadline in order to pressure agreement

Question 36

"This offer expires in 3...2...1..."

Answer 36

Exploding offer

Question 37

Split the difference

Answer 37

Presumes the parties started at fair opening offers, and agree to "meet in the middle" on an agreement

Question 38

"Want to just go in halfway"

Answer 38

Split the difference

Question 39

Sweetening the deal

Answer 39

Creating a reverse nibble to entice the other side

Question 40

"I'll give you X if you agree to his deal"

Answer 40

Sweetening the deal

Question 41

Low Ball/High Ball

Answer 41

Extreme anchoring - risks losing credibility

Question 42

Ex. price way above or below your actual price

Answer 42

Low Ball/High Ball

Question 43

Snow Job

Answer 43

Overwhelm the other party with too much information

Question 44

Ex. give too many details to overwhelm

Answer 44

Snow Job

Question 45

Aggressive Behavior

Answer 45

Overbearing posturing or stance. This is high risk

Question 46

Ex. acting extreme

Answer 46

Aggressive Behavior

Question 47

Intimidating Language

Answer 47

Can be educational or sophisticated use of language

Question 48

Ex. Using big words

Answer 48

Intimidating Language

Question 49

Logrolling

Answer 49

Exchanging/Conceding items that are high priority items for one party while they are low priority items for the other party

Question 50

Ex. giving up what you don't want to get what you want

Answer 50

Logrolling

Question 51

Strategies

Answer 51

``` Planning - take a comprehensive inventory of issues presented Evaluating the relationship Create value Claim value Share the wealth ```

Question 52

Steps

Answer 52

``` Set goals Define strategy Establish a plan Identify tactics Negotiate Document results ```