Best Practices in Negotiation

Best Practices in Negotiation

Session 13

Poll

Do you think that you were born to be a negotiator?

• Yes

• No

Poll

Do you think negotiation skills can be learned?

• Yes

• No

Multiple Choice

Understand these things are part of preparation of negotiation, except…

• strengths and weaknesses

• needs and interests

• BATNA

• failure

Multiple Choice

These are fundamental structure of negotiation, except…

• accommodation

• transportation

• integrative

• distributive

Multiple Choice

BATNA stands for Best Alternative To a Negotiation…

• achievement

• adjustment

• atonement

• agreement

Multiple Choice

Time to walk away from negotiation when the deal is…

• good

• poor

• cool

• worth

Multiple Choice

These are the paradoxes of negotiation, except…

• claiming value vs creating value

• too open vs too closed

• too trust vs too distrust

• too easy vs too hard

Multiple Choice

Intangible means we… see the factors that affect negotiation.

• can’t

• can

• should

• must