Negotiation Flashcards Preview

Leadership Final > Negotiation > Flashcards

Flashcards in Negotiation Deck (27):
1

What happens before negotiation begins? (4)

-Be prepared mentally by having your HW done
-Determine the incentives of the person who you will be negotiating with
-Determine your starting point, tradeoffs, and bottom line
-Look for hidden agendas (both your own and the parties with whom you are negotiating with

2

What happens during? (5)

-Maintain composure
-Ask for what you want assertively
-Role model good communication skills (speaking/listening), assertiveness, and flexibility
-Be patient and take a break if either party becomes angry or tired during the negotiation
-Avoid using destruction negotiation techniques, but be prepared to counter that if they are against you

3

What happens after? (2)

-Restate what has been agreed upon, both verbally and in writing
-Recognize and thank all participants for their contributions to a successful negotiation

4

Before, during, or after?

Look for hidden agendas (both your own and the parties with whom you are negotiating with

Before

5

Before, during, or after?

Maintain composure

During

6

Before, during, or after?

Avoid using destruction negotiation techniques, but be prepared to counter that if they are against you

During

7

Before, during, or after?

Be prepared mentally by having your HW done

Before

8

Before, during, or after?

Be patient and take a break if either party becomes angry or tired during the negotiation

During

9

Before, during, or after?

Ask for what you want assertively

During

10

Before, during, or after?

Determine the incentives of the person who you will be negotiating with

Before

11

Before, during, or after?

Restate what has been agreed upon, both verbally and in writing

After

12

Before, during, or after?

Role model good communication skills (speaking/listening), assertiveness, and flexibility

During

13

Before, during, or after?

Determine your starting point, tradeoffs, and bottom line

Before

14

Before, during, or after?

Recognize and thank all participants for their contributions to a successful negotiation

After

15

Negotiation strategies

Use what kind of statements?

Factual

*also listen and keep open mind

16

Negotiation strategies

Discuss what?

Issues, not personalities

17

Negotiation strategies

Be ___
Start ____

Be honest
Start tough

18

Negotiation strategies

Delay when confronted with what?

Something totally unexpected

19

Negotiation strategies

Never tell the other party what?

That you are willing to negotiate totally

20

Negotiation strategies

Know the bottom line...Do we want to try and use this or no?

Try not to use the bottom line

*also take breaks if either party becomes angry or tired

21

Goals of negotiation

What is a major goal of negotiation?

To make the other party feel satisfied with the outcome

22

Goals of negotiation

What is the focus in negotiation?

To create a win/win situation

23

Goals of negotiation

What is the bottom line?

The very least for which a person will settle

24

Goals of negotiation

What are trade-offs?

Secondary gains, often future oriented, that may be realized as a result of conflict

25

Goals of negotiation

What are hidden agendas?

The covert intention of negotiation

* the manager must look for and acknowledge hidden agendas

26

Goals of negotiation

Seek consensus. What is this?

Reaching an agreement that all parties can support

27

Goals of negotiation

What is the greatest challenge in consensus building?

Time