UARK ADR Test 1 Lucas Regnier Questions With
Questions With Complete Solutions
tactics for a cooperative negotiator with an adversarial opponent
- realize who you're dealing with
- begin with a single concession
- look for cues
- talk freely about the need for agreement
- If no common ground: switch to adversarial, or abandon ADR
The problem solving approach to negotiation
- oriented toward positive negotiations
- like cooperative, treats negotiation as a collaborative exercise
- the key: consider multiple issues
Problem solving tactics
- focus not on positions but on underlying priorities
- identify those priorities through attentive listening
- openly communicate your own priorities
- invent and explore a wide variety of solutions
the negotiator's dilemma
- primary danger in using the problem-solving approach is the
opponent who uses the adversarial approach
- there is a central, inescapable tension between cooperative
moves to create value jointly and competitive moves to gain
individual advantage
possible solution to negotiator's dilemmas
, reserve problem-solving approach until zero-sum issues are
resolved
stages:
- value creating (information
- value claiming (competitive, distribution)
- problem solving (integrative, value-maximizing)
competitive problem-solver
open to looking for joint areas of interest, but, overstating or
understating the degree to which one wants various item in order
to obtain more of a joint surplus
win-win: big win for your side, smaller win for theirs
preparing to negotiate
- consider your priorities and interests
- identify ur bottom line
- research their priorities
- make a guess on their bottom line
- anticipate your counterparty's approach
- decide what approach to use
negotiations on making deals
in a deal, opportunities to create value are conspicuous
- capitalize on joint interests
- value-creating trades based on parties' differences
- results in an elegant agreement that both sides prefer over no
deal
Questions With Complete Solutions
tactics for a cooperative negotiator with an adversarial opponent
- realize who you're dealing with
- begin with a single concession
- look for cues
- talk freely about the need for agreement
- If no common ground: switch to adversarial, or abandon ADR
The problem solving approach to negotiation
- oriented toward positive negotiations
- like cooperative, treats negotiation as a collaborative exercise
- the key: consider multiple issues
Problem solving tactics
- focus not on positions but on underlying priorities
- identify those priorities through attentive listening
- openly communicate your own priorities
- invent and explore a wide variety of solutions
the negotiator's dilemma
- primary danger in using the problem-solving approach is the
opponent who uses the adversarial approach
- there is a central, inescapable tension between cooperative
moves to create value jointly and competitive moves to gain
individual advantage
possible solution to negotiator's dilemmas
, reserve problem-solving approach until zero-sum issues are
resolved
stages:
- value creating (information
- value claiming (competitive, distribution)
- problem solving (integrative, value-maximizing)
competitive problem-solver
open to looking for joint areas of interest, but, overstating or
understating the degree to which one wants various item in order
to obtain more of a joint surplus
win-win: big win for your side, smaller win for theirs
preparing to negotiate
- consider your priorities and interests
- identify ur bottom line
- research their priorities
- make a guess on their bottom line
- anticipate your counterparty's approach
- decide what approach to use
negotiations on making deals
in a deal, opportunities to create value are conspicuous
- capitalize on joint interests
- value-creating trades based on parties' differences
- results in an elegant agreement that both sides prefer over no
deal
