NEGOTIATION READING 1

Complete the sentence. The phrase between brackets can help you.

I'll accept a raise of one dollar per hour, but that's my _____ (the lowest one is willing to go).

• alternatives

• arbitration

• bottom-line

• concession

Negotiation is a mix of ...

• Winning and loosing

• Competitiveness and cooperation

• Cooperation and persuasion

• Persuasion and strategies

To achieve a good outcome, negotiators have to manage both...

• participating and action

• analysis and problem solving

• issue and process

• action and process

The golden rule of negotiation is...

• Treat others with respect.

• Be ready to loose.

• Always be prepared for all possible outcoms.

• Treat your opponent the way he/she treats you.

The agreement is only a part of the outcome to any negotiation.

• True

• False

Many people are employed as professional negotiators.

• True

• False

When can we expect some conflict and competition in negotiaiton?

• When the topic is sensitive.

• When there are differences.

• When there are people who want to win.

• When the prize is good.

If an agreement is reached easily then it is probably not a good negotiation.

• True

• False

What is a mistake that even effective negotiators make?

• Not being ready to loose.

• Not preparing in advance.

• Not listening to the other party.

• Ignoring the other party.

How to improve one’s negotiating?

• Reflect only on successful negotiations.

• Attend as many negotiation trainings as possible.

• Reflect upon what had happened.

• Once negotiation is concluded, never look back.