Negotiation Skills - Heeter - APP Exam 1

Organize these options into the right categories of either positional negotiation or principled negotiation

Groups:

(a) Positional

,

(b) Principale

• Both sides provide input to to solution

• Attempt to appeal to other parties emotions

• Create multiple solutions vs a single option

• Haggling

• Goal of "winnin"

• Focus on the problem over people

• Generally starts and ends with both parties entrenched in positions

• Attempt to convert other to your point of view

• Communication is key

• Goal of solving problem in a way that is mutually beneficial or agreeable to both sides

When it comes to negotiation types which of the following are considered positional (SATA)

• Win-Lose

• Lose-Win

• Lose-Lose

• Win-Win

When it comes to negotiation types which of the following are considered principled

• Win-Lose

• Lose-Win

• Lose-Lose

• Win-Win

Match the following negation types with their descriptions

• Lose-Lose

• Cooperative, most sustainable long term approach

• Win-win

• Appeasing, "giving in" to maintain relationship

• Win-lose

• Competitive, authoritarian, little flexibility

• Lose-win

• Entrenched positions; won't agree at any cost

All of the following are pivotal in principled negations EXCEPT

• Active listening

• Haggling

• Asking questions

• Communicating with a purpose

• Exploring options

Which of the following acronyms is useful in principled negations if an agreement is not met

• BATNA

• DARN-CAT

• PCPP

• SOAP

Select all of the following which should be used when approaching tense situations

• Mock

• Mirror

• Empathize

• Employ Labeling

• Slow down

Answer explanation

The last one not included would be reassure.

-smile and use a calm, reassuring voice

Which of the following is not an aspect of principled negotiations

• Separate the negotiators from the problem or issue at hand

• Focus on positions, not the mutual interests between parties

• Invent and invite multiple options before making decision

• Insist that the final outcome be based on objective options making a decision or coming to an agreement

Answer explanation

You want to focus on the mutual interest for principled negotiations.

Focusing on positions would be positional negotiations

Match the following negation types with their descriptions

• Assertive

• Building relationships is most important to them. Mostly happy when they are doing the talking. Tend to be poor time managers

• Accommodator

• Insist time is money. Wants to get things done even if its not a perfect solution. Want to win above all else

• Analytical

• Methodical and diligent. Do not like surprises or being unprepared. Don't expect immediate awnsers

Select all of the following which could be classified as dirty tricks

• Active listening

• Deception

• Extreme offers

• Arbitrary deadlines

• Personal attacks