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PS3363 Final Exam > ps 3363 Final > Flashcards

ps 3363 Final Flashcards

1
Q

What is a caucus and is it valuable?

A

Caucus: short break or pause. And YES. because it gives you time to think

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2
Q

Do Marathon Sessions lead to an agreement?

A

Yes

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3
Q

Are marathon sessions linked to sunk cost principle?

A

Yes

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4
Q

What are the 19 perscriptions?

A
  1. Not a competition-aim for win win
  2. You have more power than you think-what are their constraints?
  3. Don’t hope for the best
  4. Never fear to negotiate
  5. Being with a team is better
  6. Anticipate with devils advocate
  7. Data/numbers are subject to negotiate
  8. Don’t fear the deadlock
  9. Negotiate in depth - get their team to say yes
  10. People negotiate for satisfaction - look for ways to give it
  11. Good negotiators know when to walk
  12. get over the need to be liked
  13. There is always a story
  14. power changes over time
  15. set targets higher
  16. time is money
  17. skilled do better than unskilled
  18. Test resolve
  19. push too far? renegotiate
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5
Q

What’s deadlock?

A

When both parties seem to hit their limits/ultimatums

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6
Q

Are deadlines good ways of getting results?

A

Yes, because deadlines make people nervous and give concessions.

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7
Q

14 ways to break deadlock

A
  1. Gradual approach
  2. Bookkeeping approach
  3. Whole to part, or part to whole
  4. Joint committees break deadlock
  5. Bring out a fifth
  6. Move to another issue
  7. Change the time shape of performance
  8. Change time/shape of money
  9. Use mediator
  10. Change shape of satisfaction/ dissatisfaction
  11. change negotiator
  12. Get message deeper into org
  13. United Nations Coalation
  14. Negotiate a win win deal
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8
Q

Does the manner in which we make concessions or show strength, does that encourage people to nibble?

A

Yes. It also helps to put a price on the nibble

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9
Q

Reverse Auction. Is it ethical?

A

“this seller will give me this deal.” It is ethical

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10
Q

Does devils advocate help maintain initiavtive?

A

Yes, because you’re prepared for their arguments/objections

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11
Q

Intimidation Tactics

A
  1. Legal intimidation
  2. Intimidation by experts
  3. Raising the stakes
  4. Threat and it’s consequences
  5. Status intimidators
  6. Taking financial and other hostages
  7. physcial/environmental intimidators
  8. Emotional nuisance and embarrassment
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12
Q

Telephone vs. Face to Face

A

Face to face is better.

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13
Q

Amendment #1

A

You have the right to not understand and keep asking until you do.

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14
Q

What is Elvis Ashtray?

A

If you put something in the contract, you do it or get it. Enforce the things agreed upon.

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15
Q

What does it mean to change the shape of money?

A

If you can negotiate the timing and how they’ll get their money, you’ll be more likely to negotiate price

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16
Q

What does “What if” mean?

A

It’s a good way to get price and cost information and negotiate from there

17
Q

4 good authority limits:
-organizational
-structural
-financial
-

A

Government regulations and legal limits

18
Q

Howard Hughes- Maximum amount?

A

$10,000

19
Q

What’s the 90/10 rule?

A

It can leave you with enough time to talk about things you want, and also time to not talk about things you’d like to avoid

20
Q

3 psychological approaches to lead to closing

A
  1. Tell them that they’re wise to reach an agreement
  2. Act like you’ve reached agreement on big issues and price
  3. Make repeated requests for agreement and closure
21
Q

Was Howard Hughes effective?

A

Yes

22
Q

What is the Bogey Approach?

A

“This is all the money I’ve got”

23
Q

Authority Limits

A
  1. Organizational
  2. Structural
  3. Financial
  4. Governmental
24
Q

Is deadlock made up of egos?

A

It can be

25
Q

Negotiation Bill of Rights

A
  1. The right not to understand
  2. The right to be wrong
  3. The right to be indecisive
  4. The right to be a broken record
  5. Right not to answer questions
  6. To be somewhat illogical
  7. Right not to be liked
26
Q

5 Types of backup and higher ground

A
  1. Guiding Principles
  2. Guiding History
  3. Guide logic/concepts
  4. Guide standards
  5. Guide rules, regulations and laws
27
Q

Challenging Regulation

A

Research rules that may support your position

28
Q

What’s the 5th amendment?

A

The right to not answer questions

29
Q

What is the bookkeeping approach?

A

break it down to:
-what issues have been agreed to?
-What issues are still open and undiscussed?
-What issues are in disagreement

PS3363 Final Exam (1 decks)

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