- How do parties define the issues or negotiation goals, known as the “bargaining mix”?
- How does one prioritize the issues in a negotiation?
- How do you frame up (identify the key characteristics of) a negotiation?
- What is the significance of understanding the resistance point of both parties?
- How do parties open the negotiation – “Anchor Point”?
- Why is it important to plan for concessions?
A negotiator will have to use __________ assessment methods to uncover the characteristics of the other party’s position.
Direct and Indirect
A negotiator’s ____________ is generally equal to her best alternative to a negotiated agreement (BATNA).
If the terms of the negotiation cannot meet or exceed the reservation point, the negotiator may walk away from the negotiation. True or False
It is incredibly important for a party to prevent another party from discovering her reservation point. True or False
The ___________ is the best option or path that a negotiator may choose rather than reach an agreement with the other party.
The __________ is generally at a point that the negotiator believes is potentially achievable.
Each party’s reservation point establishes the __________.
Zone of Potential Agreement (ZOPA)
A party’s ZOPA is subject to change as the negotiation develops. True or False
A ____________ does not allow for a negotiated agreement.
The ______________ is established by the points from which the parties begin to negotiate (their “anchor points”).
The bargaining range will be constricted by _____________ during the bargaining process.
The _____________ is the negotiated outcome of a successful negotiation.
The amount or extent of interests or value claimed by a negotiator beyond her reservation point is known as the ____________.
If the parties fail to reach an agreement within the ZOPA there is a ____________.
This type of interest relates directly to the focal issues under negotiation.
This type of interest relates directly to how the negotiators behave as they negotiate.
This type of interest relates to the current or desired future relationship between the parties.
Interests may be influenced by the intangibles of negotiation including beliefs, ideas, or cognitive processing (emotions). True or False
Single-issue negotiations tend to dictate ___________ negotiations.
Multiple-issue negotiations lend themselves more to ____________ negotiations.
When there are more than one interest in a negotiation, those interests should be dealt with collectively. True or False
To prioritize interests, negotiators must understand _________.
Comparative importance of each interest; and the relationship between the interests.
The reservation point may affect the negotiation process, and it is strengthen by an understanding of:
The nature and strength of each party’s interests
- Each party’s BATNA
- Each party’s cost of delay or non-agreement.
___________ Is the theory that a negotiator who focuses on her ideas or principles in the negotiation rather than the reservation point may feel less satisfied in an outcome than a negotiator who focuses on her own reservation point.
Which of the following is/are true regarding setting a target point?
Targets should be specific, difficult but achievable, and verifiable.
- Target setting requires proactive thinking about one’s own objectives.
- Target setting may require considering how to package several issues and objectives.
- Target setting requires an understanding of trade-offs and throwaways.
The opening bid is the best that a party is capable of achieving, as a party generally cannot raise an offer once it is presented. True or False.
The risk associated with setting a target and anchoring regards ___________.
the effect that it may have on the counterparty.
A skilled negotiator will manage the ____________ of concessions in an effort to influence the other party.
Timing, Frequency, and Magnitude
The manner, nature, and timing of concessions can create perceptions and help to reveal or uncover critical information about from the counterparty. True or False.
A party should continue to make concessions until the negotiation point moves beyond the _____________.