Negotiation

The difference between position and interest is...

• Position is where you stand and interest is what you like.

• Interest is what you want and position is why you want it.

• Interest is what you bargain and position is where you are located.

• Position is what you want and interest is why you want it.

One of the problems with positions is...

• they can get a win-win situation.

• they can enhance the business relationship.

• they may make a win-win virtually impossible to achieve.

• they  can lead to the underlying interests going satisfied.

Having _____ skills ensures you are able to engage and later recall specific details without needing information repeated.

• integrity

• emotional intelligence

• adaptability

• active listening

_____ can help you define why your proposed solution is beneficial to all parties and encourage others to support your point of view.

• Integrity

• Persuasion

• Adaptability

• Rapport building

The four Harvard principles are:

• Discuss the matter, focus on the interest, develop alternatives, objective decision criteria

• Avoid negotiating with yourself, active listening, focus on interest

• Win-win situation, become friends, develop alternatives, insist on using objective criteria

• Bargaining, checking understanding, signalling, sticking to the point

The five steps for being prepared for a negotiation are:

• problem solving, decision making, integrity, expectation management and adaptability

• doing research, knowing priorities, considering the opposition, knowing when to walk away and keeping timeline in mind

• problem solving, knowing priorities, decision making, integrity and keeping timeline in mind

• doing research, considering the opposition, knowing when to walk away, expectation management and problem solving

Integrative negotiations are often referred to as a _____.

• win-win

• lose-win

• win-lose

• lose-lose