BUSN 250

What are the 5 major aspects that affect negotiation?

• Negotiation Objectives

• Relationships

• Decision Makers

• Negotiation Techniques

• Closure

Which of the following is not one of the 5 aspects that affect international negotiation

• Closure

• Relationships

• Money Issues

• Negotiation Objectives

Which technique deals with asking for extremely highs or lows while talking about pricing and services?

• Extreme Openings

• Silence

• Time Pressure

• Aggression and Emotions

True or False: Samsung had the upper hand in the infringement lawsuits?

• True

• False

What was Samsung's strength?

• Software

• TV'S

• Hardware

• Tablets

True or False: Apple won the patent fight?

• True

• False

Who won?

• Apple

• Samsung

• Apple Software

• Samsung's Hardware

What is Deception, False Demands, and False Concessions?

• Using travel plans to pressure negotiators into agreeing under time constraints.

• In other countries a ‘final offer’ does not always mean to take it or leave it.

• Silence is seen as a bad thing is US, but does not carry much meaning in other countries.

• Negotiating tactic that involves a negotiator tricking the other into thinking that they are interested in your proposition.

• Combating a high bid price by going to the other extreme low end or just stating to not keep negotiations going.

Extreme Openings?

• Negotiating tactic that involves a negotiator tricking the other into thinking that they are interested in your proposition

• Used as a tactic in other countries, best bet is to stay friendly

• Silence is seen as a bad thing is US, but does not carry much meaning in other countries

• Combating a high bid price by going to the other extreme low end or just stating to not keep negotiations going

• Using travel plans to pressure negotiators into agreeing under time constraints

Aggression?

• Silence is seen as a bad thing is US, but does not carry much meaning in other countries.

• Used as a tactic in other countries, best bet is to stay friendly.

• Combating a high bid price by going to the other extreme low end or just stating to not keep negotiations going.

• Using travel plans to pressure negotiators into agreeing under time constraints.

• In other countries a 'final offer' does not always mean to take it or leave it.