Negotiations Reading Quiz

What's the best approach for labeling another's emotions?

"It sounds like..." or "It seems like..."

What are the sweetest two words in any negotiation?

"That's right"

Which of the following is/are example(s) of using procedural fairness as a means of using objective criteria?

"one cuts, the other chooses", taking turns in dividing or choosing, drawing lots (or straws), letting a neutral person decide

"Bargaining for Advantage" recommends 4 steps to focus attention on what the other party wants. Place them in order

1. Identify the decision maker. 2. Look for common ground: How might it serve the other party's interests to help you achieve your goals 3. Identify interests that might interfere with agreement: Why might the other side say "no"? 3. Search for low-cost options that solve the other party's problems while advancing your goals.

According to the Ackerman model, your first offer should be what percentage of your target price?

65%

Which of the following is NOT an example of an objective standard?

A feeling of fairness

When your BATNA is bad and your counterpart's is good, and both sides know it, which game should you play?

Accepting the offer and then asking the counterpart to adjust the terms based on objective criteria

4 conflict styles

Accommodating: This style involves putting the other person's needs and wants before your own, often at the expense of your own goals and desires. This approach can be useful in situations where you value the relationship with the other person more than the outcome of the conflict. Competing: This style involves pursuing your own goals and needs at the expense of the other person's. It can be useful in situations where you have a strong conviction about your position or when the stakes are high, but can also lead to a win-lose outcome. Compromising: This style involves finding a middle ground that both parties can agree on, where both parties give up something in order to reach a solution. It can be useful when both parties have equally important goals or when there is a time constraint to reach a resolution. Collaborating: This style involves working together with the other person to find a mutually beneficial solution. It can be useful when both parties have important goals and interests, and when a long-term relationship is important. It often leads to a win-win outcome.

What is something you would do to fulfill your interests if you couldn't reach an agreement with your counterpart and which does not require the other party's consent?

Alternatives

According to the "Find the Black Swan" reading, in each negotiation, each side is in possession of how many Black Swans?

At least 3

Which of the following is the standard against which any proposed agreement should be measured?

BATNA

According to GTY, how can you disentangle the relationship from the substance of the negotiation?

Base the relationship on mutually understood perceptions, Use clear, two-way communication, Express emotion without blame, Use a forward-looking, purposive outlook

Which of the following is a substantive (as opposed to a relationship) problem/issue?

Conditions of an agreement

Which of the following might be appropriate times to show emotion?

Consciously explaining that something made you angry, frustrated, or disappointed, Expressing excitement or passion about something of concern

Which principled negotiation point means to insist that the result be based on some objective standard?

Criteria

Which of the following are recommended ways to deal with a people problem?

Disentangle the relationship from process and content issues, Separate questions of how you talk about a possible agreement from how you deal with the other side

Principled Negotiations

Help decide issues on their merits rather than through the haggling process, Allow you to be fair while protecting you against those who would take advantage of your fairness, Are hard on the merits, but soft on the people involved

T/F. Negative Leverage is the ability to provide what your counterpart wants in a negotiation.

False

T/F. We are more likely to make concessions and try to compromise when we are worried about allocating losses.

False

True or False: You should walk away from a negotiation when you are able to identify an option that is better than your best alternative.

False

What is NOT one of the core concerns / interests driving many emotions in negotiation?

Fear

Which of the following is an enabling assumption that converts the limiting assumption that "I should behave like my opposite" in a negotiation?

I should do what moves us in the right direction no matter how the other party behaves.

Why is it important to know who has the authority to make commitments?

It allows you to factor in additional steps when creating milestones, Enables you to ask questions to learn who has which authorities related to any potential agreement

What are the downsides to establishing a bottom line?

It limits your ability to benefit from what you learn during negotiation, It inhibits imagination, It can be arbitrary or set too high

Select all criteria to consider when making commitments.

It's operational: The timeline, terms, and conditions are realistic and detailed enough to be implemented, You have authority: You are allowed to make the agreements and don't need approval from others, It's durable: It will pass the scrutiny of key stakeholders and people outside of the negotiation

According to GTY, what is the single most important factor in determining whether a negotiator accepts a proposal?

Participation in the agreement

According to the "Bargaining for Advantage" excerpt, why is it so difficult to get outside our own wants and needs and learn all you can about what's meaningful to the other person?

Partisan Perception: most people see the world through the lens of our own interests, Competitive Lens: even the most accommodating person brings a competitive attitude to the negotiation table, Negotiation Dynamics: the process itself, such as bluffing or withholding information, work against finding shared interests once discussion begins

Getting to Yes advocates for which of the 3 general style(s) of negotiating?

Principled negotiation, or hard on the merits, soft on the people

What are some things to consider when weighing potential costs of accepting more than you think is fair?

Relationships, your conscious and durability

What makes a negotiation "successful?"

Satisfying everyone's core interests, It is the best of many options, It meets legitimate, fair standards, Avoiding confrontation or discomfort, Is better than your alternatives, Is comprised of clear, realistic commitments, Is the result of effective communication, Helps build the kind of relationship you want

Which of the following represents how you can effectively use objective standards?

Seek to find multiple standards and then invite the other side to propose other standards. Then use their standards and yours to create a zone of fairness.

What does it mean to negotiate on two tracks?

Separate the relationship from what's being discussed in the negotiation

If perceiving that the other side is not listening to you is the most frustrating or disruptive thing for any negotiation, the opposite is understanding another's feelings and what lies behind those feelings. This is called...

Tactical empathy

Instead of laying a preferred option or demand on the table and waiting for a reaction from the other party, start by...

how you will work together, invoking elements of communication and relationship.

Why might emotions get heated during a negotiation?

The stakes are high, The parties have not communicated well

A trip wire is an agreement that is far from perfect but better than your BATNA and designed to help you test your BATNA.

True

In a negotiation involving a written agreement, it is a good practice to map out a "framework agreement", or shell of an agreement, in advance to then fill in the terms as you resolve them during the negotiation.

True

T/F. Rather than assume people are irrational or stubborn, you should assume that people do what they think are in their best interests.

True

True / False. "Logrolling" means giving the other side something they value more than you do in order to receive reciprocity on issues that are higher priority for you.

True

True or False. Preparing for a negotiation should take at least as much time as you think the negotiation will take.

True

True or False: Black Swans are so useful in any negotiation because they are leverage multipliers.

True

Which approaches should you use to make understanding a collaborative effort?

ask questions until you fully understand (even if you don't agree with) the other side's reasoning, summarize the other side's story back to him or her, explain how you drew the conclusions you did, invite the other side to ask questions of you

When your counterpart has more negotiating power, what should be your focus?

avoid making an agreement you should reject and make the most of your assets

What are some strategies to stay calm in a negotiation or to help calm down your counterpart?

breathe deeply, keep hands on the table or feet on the floor, move slowly and deliberately, let your counterpart vent, don't always feel the need to respond, paraphrase what you've heard from your counterpart, show empathy by acknowledging the situation, take a break, take a walk, talk to someone else

What two skills are critical to reaching mutually beneficial decisions?

conflict management, creative thinking

Separating the process of inventing from the process of deciding includes the following:

creating crazy ideas to stimulate other ideas

When crossing from option generation into making agreements and commitments, how should you respond to the other side challenging a proposal about a particular agreement term?

don't defend the proposal, explain your underlying interests for the proposal, ask if the other side can think of a better way to meet the interests underlying the proposal

Distinguish good practices from tactics and tricks. From the following list, identify unconditional good practices

ethical behavior, rapport building, providing rational justifications, reasonable information sharing

Which of the following is NOT a common mistake that trips up negotiators in the circle of value?

focusing on interests instead of underlying positions

What are ways to discover the Black Swans in any negotiation?

interrogate, listen intensely, ask a lot of questions, read nonverbals, voice your observations

Generating possible BATNAs requires:

inventing a list of actions you might conceivably take if no agreement is reached, improving some of the more promising ideas and converting them into practical alternatives, selecting, tentatively, the one alternative that seems best

When the parties disagree about which objective standard(s) to apply, what can you do to avoid stalemate or impasse?

look for an objective basis for deciding between them, when the parties agree the different standards are both legitimate, split the difference or compromise between the two, look to which standard the part(ies) have used in the past, ask which standard is more widely used, seek advice from a third party as to which standard to apply

When two people see the same thing differently, and those differences are amplified by negative assumptions about the other party's reasoning, behavior, or position, it's called...

partisan perceptions

The "people problem" has three basic categories

perception, emotion, and communication

Which of the following are not one of the four suggested types of thought when broadening options on the table?

premature judgment

Negative assumptions about a negotiation fall into which categor(ies)?

premature judgments about your counterpart (e.g., what your opposite may or may not do, based on where your opposite is from, based on his/her role), Premature judgment about how the negotiation will go

Negotiation methods should be judged by the degree to which they:

produce a wise agreement, are efficient, do not damage the relationship between parties, meet legitimate interests of the parties, resolve conflicting interests fairly, produces a durable agreement

Negotiations is a back and forth communication designed to?

reach an agreement when you and the other side have some interests that are shared, opposed, or different

Which of the following is NOT a drawback of paying attention to positions?

requires less preparation time

Benefits of Positional Bargaining include (check all that apply)

short preparation time, quick and efficient

What is the Black Swan theory?

things happen that were previously thought to be impossible

Regarding fairness, which strategy does GTY suggest?

use independent standards to discuss the fairness of a proposal

Which of the following is NOT an example of objective criteria that might apply to a negotiation?

what one side will do absent an agreement

Your chances to influence the other party increase when

you understand empathetically the power of their point of view