Negotiations Discussion Questions

Tom and Joan are entering negotiations. This is a sign each person _________.

• Likes the other person.

• Has equal power in the situation.

• Wants to continue a conflict.

• Thinks there is something to be gained.

Betty has the upper hand in negotiating with someone she doesn't know well and will probably not see again. Which approach is she most likely to take?

• Competing

• Avoiding

• Accommodating

The collaborative approach to negotiation typically takes more energy because______.

• There are many trade offs in which side takes the most losses.

• The sides involved have to get to know each other.

• Innovative solutions are often required.

To ______ means to go along with or make arrangements for the wishes of others. 

• Accommodate

• Negotiate

• Compromise

• Legitimate

What are the four basic points of principle-centered negotiations?

• Principals, Initiative, Otions, and Criteria 

• Privacy, Intent, Opinions, and Criteria

• People, Interests, Options, and Considerations

• People, Interests, Options, and Criteria

When you _____, you settle differences by bargaining gains and losses. 

• Deadlock

• Compromise

• Negotiate

• Collaborate

A standstill or stalemate is also called a _____. 

• Stalelock

• Deadbolt

• Breakthrough

• Deadlock

_______ means in accordance with fairness, rules, or standards. 

• Efficacy

• Literacy

• Diplomacy

• Legitimacy

______ is a discussion where the goal is for all parties to reach an agreement they will honor. 

• Collaboration

• Shuttle Diplomacy

• Alliance

• Negotiation

There are several ways to keep focused on win/win principled negotiations One way is to allow yourself to be persuaded, and to stop yourself from working on your counter-arguments while someone else is talking. 

• False: If you let yourself be persuaded, you will lose the negotiations.

• True: By understanding your opponent you will feel better about making concessions to help them reach their objectives. 

• False: The purpose of negotiations is to argue your side and not make concessions. 

• True: Putting yourself in your opponent's position allows you to better understand their objectives.