Negotiation (I)

Negotiation is?

• Negotiation is both an Art and a Science

• Negotiation occurs everywhere. It can occur in a formal or informal setting

• Negotiations occur with the aim of reaching a mutual agreement

• All of above

Which of the followings is NOT true about negotiation

• All negotiations will lead to a win-win outcome

• Negotiation has an objective since a negotiation occurs in order to settle a dispute between the parties

• Objective of negotiation is to achieve certainty and try reach an agreement between the parties

• NONE of above

Which is FALSE regarding Distributive negotiation

• The situation is more straightforward and simpler –

  you either win or lose

• Resources are fixed and hence, there is a limited amount as to what each party can gain

• A win-lose orientation is adopted

• Both parties are likely to be

  looking at a lasting relationship

Which is FALSE regarding integrative negotiation

• Focus on interest

• Low information sharing

• Build long lasting relationship

• Win-win strategy

Sitting face-to-face at a table will

• convey a more cooperative vibe, where the parties are looking at the win-win orientation

• gives an impression that they are working together to overcome a common problem

• give a more competitive and confrontational environment

"Red" colour personality indicates

• reliable

• messy

• reserved

• impatient

How to interact with a Yellow Personality:

• Do get to business quickly, give them facts, and avoid the details, talk to them about results and outcomes,

• Be well prepared, get into detail as they love to get all the facts in their mind.

• Key to interacting is to socialise before mentioning any business

• Show genuine interest in them. It is important to develop trust first, be informal and non threatening.