Negotiation Skills WS

The number of steps in negotiation process:

• 5

• 4

• 3

• 6

BATNA is :

• Best Alternative To a Negotiated

  Agreement

• Best Alternative To a Native Agreement

• Best Alternative To a Negotiated

  Alignment

• Best Alternative To a New Agreement

ZOPA is :

• Zeta Of Potential Agreement

• Zone Of Political Agreement

• Zone Of Potential Alignment

• Zone Of Potential Agreement

MDO is :

• Most desired outcome

• Major dominant output

• Most Demanding outcome

• Micro Dominating Outsourcing

LAA is :

• Least accepted agreement

• Last accepted agreement

• Linear aligned agreement

• Least aligned agreement

Types of the negotiation:

• Single issue negotiation

• Multiple issue negotiation

• Single issue & Multiple issue negotiation

Questioning Methods in exploring step:

• Open & Close ended questions

• Probing questions

• Leading Questions

• All of the above

One of Negotiation tactics is to:

• Empower Loss Language

• Empower gain Language

Types of negotiation closing:

• Summary Closing

• Adjournment close

• Both types

Summarizing To ensure understanding is important element of which step :

• Prepare

• Explore

• Negotiate

• Close