What are the four stages of the negotiation process?
Contacting parties Organising a meeting Setting ground rules Closing the deal
Preparation Exchanging information Bargaining Closing the deal
Calling the prospect Exchanging information Organising a meeting Bargaining
Bargaining Exchanging information Negotiating Closing the deal
What does the word “mindful” mean?
To take care of someone’s physical well being
To be conscious or aware of something
To be conscientious
To be attentive
What is meant by “exchanging information” in the negotiating process?
Voicing one’s interests and wishes
Communicating your disappointment
Speaking about your correspondances
Speaking about the daily operations of you business
When can bargaining begin?
After closing the deal
Before exchanging information
Once both parties interests have been communicated
When you disagree with the other parties conditions
What type of relationship should be maintained during the negotiation process?
a subjective relationship
a collegial relationship
a distant relationship
a one on one relationship
What is meant by “hear the other party out”
Speak while the other party is speaking
Try to understand what the other party is saying
Anticipate the needs of the other party
Listen to someone until they have finished speaking
Why is it important to have a written contract at the end of a deal?
To protect your own interests
For both parties to be held legally accountable
To hang on your wall
To use to compare other deals with
What is the difference between a rule and a principle?
Principles can be enforced where as rules cannot be
rules allow for more creativity
principles allow for more freedom
rules are linear whereas principles are organic
Which negotiation strategy is the ideal strategy?
WIn-lose
Lose-lose
Compromise
Lose-win
Win-win
What characterises the lose-lose scenario?
anger
conflict avoidance
over-sharing
disliking the other parties interests
Which strategy is characterized by accommodating the other party?
What strategy is characterised by collaborative negotiation?
Win-lose
A negotiation is a strategic discussion where concessions are not necessary.
True
False
The etymology of the word negotiate means..
to fight
to discuss business
to carry on business
to enjoy banter
Why is it important in a negotiation to separate the party from the issue?
to achieve your goals
to turn the party into a partner
to show that you understand the negotiation process
to improve your communication style
Finding a solution is easier if I am...
position focused
interest focused
After developing criteria why is it important to develop options?
So that the other party will be happy with the outcome
So we achieve what we intended to achieve
Because people like to choose
What is required to find a sustainable solution?
Understanding of the recycling process
A CSR department
The ability for both parties to choose an option based on criteria
A competitive spirit
