NEGOTIATION 01 - STEVE GATES

Challenges of a negotiator

• Known rules and borders

• Rules and borders not known

• Borders known but not the rules

• Known rules but not borders

The first stage of the clock face model is:

• Hard negotiation

• Bargaining

• Building relationships

• Barter

The last stage of the watch face model is:

• Building relationships

• Collaboration / joint solution of problems

• Win win

• Negotiation of concessions

What external element / factor influences the power of a negotiation?

• Negotiation climate

• Available time

• Creativity

• People

The party with the most power in a negotiation, what can you control?

• The style of negotiation

• The interpersonal relationships

• The balance of power

• Time management

The best behavior to negotiate in a win-win negotiation style would be:

• Read or understand the breaking point

• Create and maintain a climate of trust

• Sense of impartiality in the negotiation

• Keep self-control and use silence

Apply analytical skills during the negotiation, corresponds to what trait of the negotiator:

• Curiosity

• Assertiveness

• Numerical reasoning

• Creativity

The negotiation tactic that is based on a "personal favor" corresponds to:

• Empowerment

• Guilt and fear

• Information

• Time and momentum

The tactic that goes against a win-win style is:

• Deceit

• Information

• Move around the cost

• Anchoring

What trait of the negotiator is reflected in the "rabbit police"?

• Numerical reasoning

• Creativity

• Caution

• Humility