Negotiation Techniques Flashcards
(18 cards)
What is negotiation and how common is it in daily life?
Negotiation is the process of resolving differences or reaching agreements. It occurs daily, from setting meeting times to deciding where to eat or which medicine to prescribe.
Provide examples of negotiation situations pharmacists may face.
-A pharmacy owner negotiates rent with a landlord.
- An employee pharmacist negotiates their work schedule.
-A clinical pharmacist negotiates with hospital staff for service adoption.
-A preceptor negotiates student participation in rounds.
-A director negotiates with a committee over formulary changes.
What are the phases of negotiation?
- Preparation – Define goals, gather facts, identify interests.
- Discussion – Present your case and understand the other party’s perspective.
- Clarification of Goals – Identify common ground and conflicts.
- Negotiation of Outcome – Propose options, make concessions, and seek win-win solutions.
- Agreement – Summarize terms and ensure mutual understanding.
- Implementation – Put the agreement into action and follow up if needed.
What is the best conflict resolution style for long-term relationships and why?
Collaborating, because it values both parties’ needs and helps build trust and mutual respect, leading to sustainable outcomes.
What are the five conflict resolution styles described in the notes?
- Avoiding – Withdrawing or ignoring the conflict.
- Accommodating – Giving in to others’ needs.
- Competing – Pursuing one’s own interest at the expense of others.
- Compromising – Each party gives up something.
- Collaborating – Finding a win-win solution that satisfies both parties.
What is the importance of preparation in negotiation?
Preparation allows you to clearly define your goals, understand the other party’s interests, and determine what you’re willing to concede. This leads to more confident and successful negotiations.
- Do your homework (facts, data, objectives).
- Understand both your and the other party’s interests.
- Use clear and assertive communication.
- Stay calm and respectful.
- Be open to compromise but don’t concede key goals.
- Build rapport and trust.
- Know your alternatives (BATNA – Best Alternative To a Negotiated Agreement).
Why is knowing your BATNA important?
Your BATNA gives you leverage and confidence. It helps you walk away from bad deals because you know what your fallback option is if the negotiation fails.
How does emotional intelligence help during negotiation?
It helps you manage your emotions, read the emotions of others, remain calm under pressure, and maintain positive relationships during and after negotiation.
What are some common negotiation mistakes to avoid?
- Entering without preparation.
- Letting emotions control the process.
- Talking too much and not listening.
- Being inflexible.
- Focusing on positions instead of interests.
- Failing to define success criteria.
What are the three negotiation communication behaviour modes?
- Passive (soft style, avoids conflict)
- Aggressive (hard style, focused on winning)
- Assertive (principled negotiation, balanced and respectful).
What is principled negotiation?
A negotiation style that balances assertiveness with cooperation through four steps: uncouple parties from the problem, target underlying concerns, develop joint solutions, apply objective standards.
What are the four steps of principled negotiation?
- Uncouple parties from the problem
- Target underlying concerns
- Develop joint solutions
- Apply objective standards
Why is “uncoupling parties from the problem” important in negotiations?
It helps preserve relationships by separating personal issues from the problem at hand.
How do you identify underlying concerns in negotiation?
Through self-reflection on essential vs. desirable outcomes and motivations behind goals.
What is the purpose of joint solution development in negotiation?
To brainstorm solutions together without criticism and ensure all parties’ concerns are addressed.
What standards are applied in principled negotiation?
Objective standards (e.g., fair market value, legal precedent)
Personal standards (e.g., BATNA – Best Alternative to Negotiated Agreement)
What are essential traits for successful negotiation?
Preparation, creativity, patience, active listening, and empathy.
