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Course 14 > Negotiation > Flashcards

Flashcards in Negotiation Deck (17)
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1

An offer that is at or slightly more aggressive than the aspiration point

Anchoring

2

The best each party hopes to get out a negotiated agreement

The aspiration point

3

Zone of possible agreement is what in negotiation

The bargaining range

4

The reason behind your bargaining position

Interest

5

And alternative that should negotiations fail you're willing and able to execute without the participation or permission

BATNA Best alternative to negotiate a degree

6

What is the bottom line i.e. the least favorable position or offer you'll except

Reservation point

7

The preferred style of Air Force mediators for use in negotiations due to continued relationships after negotiations

Interest based negotiations

8

This negotiation model illustrates how trust influences your use of information power and how information power influence the way you develop options to resolve a dispute

TIPO

9

This negotiation strategy focuses on the basic interest the drive each parties position

Cooperative negotiation

10

Which negotiation preference should be used when the relationship is more important than the task

Comply

11

Which negotiation preference should be used when the current situation favors any proposed solution issue at hand is unimportant to one or both parties and there are other more important priorities

Evade

12

Which negotiation preference should be used when there is little chance of getting everything you want one variable is at stake and there's a need for quick negotiation

Settle

13

Which negotiation preference as high task and people oriented

Cooperative

14

Which negotiation preference is low task and people oriented

Evade

15

What will change the negotiation from a contest of wills to search for solutions through focusing on understanding and underlying interests

Cooperative negotiation strategy

16

A private meeting between the mediator and one party

Caucus

17

What does the negotiation TIPO model stand for

Trust, information, power, options.