Negotiating

What are the three criteria for fair negotiations?

• Produce a clear win for one side, be efficient, and improve or at least not damage the relationship.

• Produce a wise agreement, be effective and fair, and improve or at least not damage the relationship.

• Produce a wise agreement, be efficient, and preserve order among fighting parties.

• Produce a wise agreement, be efficient, and improve or at least not damage the relationship.

What you will NOT learn in the Negotiating lesson?

• Explanation of how trust and betrayal affects relationships

• How to decrease someone's self esteem

• Explore the effects of win/lose, win/win, and lose/lose strategies in negotiations

• Discuss the effects of competition and collaboration in relationships

Being focused on a negotiation that works for all parties is called a ______

• Negotiation

• Win-win

• Soft negotiation

• Hard negotiation

For successful negotiations, absolute statements like "this is the only way to do it" should be used to convince others to compromise.

• True

• False

• Neither

True or False:

There are several ways to keep focused on win/win negotiations. One way is to be open-minded and stop yourself from thinking of how you want to respond while someone else is talking.

• True: By understanding your opponent, you will feel better about giving in to help them reach their objectives.

• True: Putting yourself in your opponent's position allows you to better understand their perspective.

• False: If you let yourself be persuaded, you will lose the negotiations.

• False: The purpose of negotiation is to argue your side and not make an agreement.

Negotiation is an attempt to ______________.

• solve an argument

• stop a fight

• reach a win/win agreement

• to pick a winner

When negotiating, it is important to separate the people from the ____________.

• Group

• Problem

• Anger

• Power

What are the four basic points of principle-centered negotiations?

• People, Interests, Options, and Criteria

• Principles, Initiative, Options, and Criteria

• Privacy, Intent, Opinions, and Criteria

• People, Interests, Options, and Considerations

Tom and Joan are entering negotiations. This is a sign that each person __________.

• has equal power in the situation

• thinks there is something to gain

• wants to continue a conflict

• likes the other person

Betty has the upper hand in negotiating with someone she does not know well and will probably not see again. Which approach is she most likely to take?

• accommodating

• avoiding

• competing