Forhandlinger

What is negotiation?

• A process of dominating someone to get what you want

• A process of influencing someone to give you what you need or want in exchange for something they need or want

• A process of forcing someone to give you what you want

• A process of manipulating someone to get what you want

What are the paradigms of negotiations mentioned in the text?

• Position-based and interest-based

• Aggressive and passive

• Force-based and manipulation-based

• Win-lose and win-win

What is the primary principle of interest-based negotiations?

• To dominate the other party and win at all costs

• To manipulate the other party into agreeing with your terms

• To understand your and the other party's interests and develop creative options

• To force the other party to accept your terms

What is the purpose of establishing ground rules in a negotiation?

• To manipulate the other party into accepting your agenda

• To control and dominate the other party

• To manage agreement and set the stage for behavior and process

• To force the other party to comply with your terms

What is the purpose of identifying objective criteria in a negotiation?

• To dominate the other party and win at all costs

• To manipulate the other party into accepting your terms

• To confuse and mislead the other party

• To provide standards both parties can agree to as fair and legitimate

What is the Best Alternative To A Negotiated Agreement (BATNA)?

• An alternative you can independently turn to if you have to walk away from negotiations

• A bottom line that you cannot go below in negotiations

• A deceptive tactic to mislead the other party

• A strategy to force the other party to accept your terms

What is the purpose of a caucus in a negotiation?

• A strategy to dominate the other party and win at all costs

• A tactic to confuse and mislead the other party

• An opportunity for your team to meet privately when negotiations are in a difficult stage

• A deceptive tactic to mislead the other party

What is the primary factor that tends to heavily influence the course of negotiation?

• The control of time

• The control of information

• Personal power

• Situation power

What is the primary element of establishing ground rules in a negotiation?

• Control and dominate the other party

• Manipulate the other party into accepting your agenda

• Force the other party to comply with your terms

• Make introductions and gain rapport

What is the primary purpose of resolving remaining differences in a negotiation?

• To resolve any remaining differences

• To test the outcome for agreement among group members

• To generate a tentative agreement

• To clarify next steps to be taken