MGMT 412 #7
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17 questions
| 🇬🇧 | 🇬🇧 |
| How can understanding fairness, patience, and risk preferences improve negotiation outcomes? | Recognizing these differences helps tailor strategies to the other party's values, fostering better communication and agreement. |
| Why is it important to define a pessimistic, realistic, and optimistic range when setting negotiation targets? | It prepares negotiators for various outcomes, enhancing flexibility and resilience during discussions. |
| Q: How can setting an ambitious asking price benefit your negotiation position? | A: It anchors the negotiation higher, leaving room for concessions while potentially securing better deals. |
| Q: How can field analysis (team dynamics) inform negotiation strategies? | A: Understanding who influences the negotiation, from direct participants to external stakeholders, helps anticipate pressures and opportunities. |
| Q: Why is it essential to evaluate the other party’s resources, interests, and likely tactics before negotiations? | A: This insight allows for strategic preparation, anticipating moves, and crafting compelling offers. |
| How can sequencing communication enhance the defense of your negotiation position? | Presenting information logically and strategically can strengthen arguments, build momentum, and address objections effectively. |
| Why is maintaining your own notes and having a debrief partner crucial in negotiations? | It ensures accuracy, helps track progress, and provides valuable feedback for improvement. |
| How do strategies and tactics differ in negotiation, and why are both important? | Strategies are broad plans guiding overall goals, while tactics are short-term moves adapting to specific situations. Both are essential for coherent and flexible negotiation. |
| How does the Dual Concerns Model guide negotiators in prioritizing settlement dimensions? | It balances self-interest and concern for the other party, helping decide when to compete, collaborate, or accommodate. |
| When might avoidance be a better negotiation strategy than engagement? | Avoidance is suitable when the issue is trivial, costs outweigh benefits, or maintaining the relationship is more important than the outcome. |
| How can a negotiator determine whether to compete, collaborate, or accommodate in a negotiation? | It depends on the importance of the outcome and the relationship—competition for high-stakes wins, collaboration for mutual gains, and accommodation to preserve relationships. |
| What steps help ensure a smooth transition from negotiation planning to execution? | Aligning strategies with actionable steps, anticipating obstacles, and maintaining flexibility ensures effective execution. |
| How do identifying trade-offs and throwaways strengthen your negotiation position? | They provide flexible options for concessions, demonstrating goodwill while protecting core interests. |
| How does understanding the broader social context impact negotiation strategies? | Awareness of external influences, such as public opinion or organizational politics, helps tailor strategies for broader acceptance. |
| Why is it important to know if the other party has the authority to finalize a deal? | It prevents wasted efforts and ensures negotiations are directed toward those who can commit to agreements. |
| How can analyzing the other party’s reputation and negotiation style improve outcomes? | It helps predict behaviors, tailor communication, and build rapport, increasing the likelihood of a favorable outcome. |
| How do resistance points influence negotiation dynamics? | Knowing your and the other party's limits clarifies the negotiation boundaries, guiding offers and concessions strategically. |