W2 - Negtiation Fundamentals

Select three main dimensions for negotiation strategy

• People

• Process

• Process

• Method

In negotiation fundamental, which is the tension strategy for the dimension "people"?

• Assertiveness <> Empathy

• Cooperation <> Competition

• Principal <> Agent

• Evaluate <> Action

Which positions that increase cognitive bias during negotiating?

• crossing arm while listening

• staring to the one who is speaking

• interrupting the one who is speaking

• not paying attention while listening

Which assumptions about negotiation we should avoid?

• there is nothing to learn

• negotiation is purely competition

• rarely have 2 solutions

• it is a zero-sum game

Elements to be prepared per dimension

• motivations

• People

• communications

• Problem

• personal relationships

• Process

What does ZOPA stand for? (all words must be lowercase)

What is Gorilla syndrome?

• try to impress each other so much that rapidly the relationship is damaged

• try to dominate the other side

• play the role of victim

• stick on some points as anchor during the negotiation

Why is the deal failed & not create value?

• misunderstood true motivation

• excessive anchoring

• take break during the negotiation

• the process is chaotic

what are the correct statements about negotiation session?

• it is a binary mode

• it is a step-by-step progression

• it may be partial agreement

• it may be contingent agreement

Which statements are correct. "In the mandate concept, ...

• principal delegates authority to agent

• agent acts and makes decisions

• principal may have conflict of interests with agent

• agent delegates authority to principal

• principal acts and makes decisions