Negotiation is essentially an exercise in communication. True or False.
Verbal communication in a negotiation depends upon the ability of the speaker to ______ thoughts properly and on the ability of the listener to understand and _______ the intended message(s).
Language operates on the following level(s)?
The logical level (for proposals or offers); and the pragmatic level (semantics, syntax, and style)
Vocal cues or paralinguistic cues; facial expressions; eye contact; interpersonal spacing, are examples of ________.
A neutral exhibition of non-verbal communication is known as __________.
___________ lets the other know that you are listening and prepares her to receive your message.
Selectively relaying preferences can have a powerful influence on the actions of the other party and on outcomes. True or False.
Compared to negotiators without attractive BATNAs, negotiators with attractive BATNAs set lower reservation prices for themselves than their counterparts. True or False
Negotiators whose counterparts had attractive BATNAs set higher reservation points for themselves. True or False
Negotiators should be cautious about sharing their outcomes or even their positive reactions to outcomes with the other party. True or False
____________ is the method used by negotiators to explain things to the other party, especially when negotiators need to justify bad news.
Explanations of ___________ , where negotiators suggest that they had no choice in taking the positions they did.
Explanations of _____________, where negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative, it derives from positive motives.
____________ explanations, where outcomes can be explained by changing the context.
___________ enables negotiators to secure a great deal of information about the other party’s position, supporting arguments, and needs.
Asking good questions
____________ can be broken down into passive, active, and acknowledging.
____________ involves receiving the message while providing no feedback to the sender about the accuracy or completeness of reception.
____________ is who the receiver acknowledges the message, such as occasionally nod their heads, maintain eye contact, or interject responses.
____________ occurs when receivers are actively listening, they restate or paraphrase the sender’s message in their own language.
____________ is putting one’s self in the position of the other party.
_____________, the negotiator makes partial disclosure of certain information while strategically withholding other to guide the counterparty to the desired assumptions.
_____________, the negotiator makes subtle reference to her interests, BATNA, reservation point, or cost of delay or non-agreement.
____________, the negotiator remains silent with regard to interests, BATNA, reservation point, and costs of delay or non-agreement and will seek to communicate by asking questions that focus on the counterparty.
____________, the negotiator may seek to influence the interests, BATNA, reservation point, or cost of delay or non-agreement by modifying the context of the negotiation.