Business Exam 3 2026 Expert
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Negotiation Techniques - ANSWER ✔✔
the four elements of principled
negotiation - ANSWER ✔✔1. Uncouple parties from the problem
2. Target underlying concerns
3. Develop joint solutions
4. Apply objective standards
#1 - Uncouple Parties from the Problem - ANSWER ✔✔One goal of
principled negotiation is to resolve
,situation in a way that maintains the
relationship
✓ To do this, we uncouple, or separate, the parties
from the issue at hand
Focus on the problem not people - ANSWER ✔✔• It is human nature
to take positions and
counter positions personally:
✓ anger, disgust, rolling eyes, ...
• You can keep parties and problem separate
by:
✓ Listening actively
✓ Diffusing emotions
✓ Selecting the most effective way to frame your
position and counterposition
Frame your position
,How to frame, that is state your position: - ANSWER ✔✔1. Describe
the situation or problem in terms of
facts.
2. Show understanding how this affects the other
party's feelings.
3. Tell the other party how you feel about the
situation or how it affected you.
4. State what you want or what you are willing to do
or both.
Positive vs. Negative Frames - ANSWER ✔✔• You have a 90 percent
chance of living with this drug
• If you don't take this drug, you have a 10 % chance
of dying
Value Frames - ANSWER ✔✔• There is a 20% discount for the
medical device
• Currently there is $ 240 off the medical device
Auditory Frame - ANSWER ✔✔• Using an assertive & confident tone
of voice.
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3
, • Using deep and aggressive tone of voice.
Decoy Effect - ANSWER ✔✔the decoy effect is the phenomenon
where consumers swap their preference between two options when
presented a third option
#2 - Target Underlying Concerns - ANSWER ✔✔Most successful
negotiations delve beneath the
positions of each party to identify underlying
concerns.
✓Why someone holds a particular position?
✓What do they really "need"?
interest vs. position - ANSWER ✔✔
Positions are - ANSWER ✔✔surface statements of where a person or
organization stands, and rarely provide insight into
underlying motivations, values or incentives.
ex.) • I will not work evenings
Interests are - ANSWER ✔✔a party's underlying reasons, values or
Verifed Ace the Test
Negotiation Techniques - ANSWER ✔✔
the four elements of principled
negotiation - ANSWER ✔✔1. Uncouple parties from the problem
2. Target underlying concerns
3. Develop joint solutions
4. Apply objective standards
#1 - Uncouple Parties from the Problem - ANSWER ✔✔One goal of
principled negotiation is to resolve
,situation in a way that maintains the
relationship
✓ To do this, we uncouple, or separate, the parties
from the issue at hand
Focus on the problem not people - ANSWER ✔✔• It is human nature
to take positions and
counter positions personally:
✓ anger, disgust, rolling eyes, ...
• You can keep parties and problem separate
by:
✓ Listening actively
✓ Diffusing emotions
✓ Selecting the most effective way to frame your
position and counterposition
Frame your position
,How to frame, that is state your position: - ANSWER ✔✔1. Describe
the situation or problem in terms of
facts.
2. Show understanding how this affects the other
party's feelings.
3. Tell the other party how you feel about the
situation or how it affected you.
4. State what you want or what you are willing to do
or both.
Positive vs. Negative Frames - ANSWER ✔✔• You have a 90 percent
chance of living with this drug
• If you don't take this drug, you have a 10 % chance
of dying
Value Frames - ANSWER ✔✔• There is a 20% discount for the
medical device
• Currently there is $ 240 off the medical device
Auditory Frame - ANSWER ✔✔• Using an assertive & confident tone
of voice.
COPYRIGHT©NINJANERD 2025/2026. YEAR PUBLISHED 2026. COMPANY REGISTRATION NUMBER: 619652435. TERMS OF USE. PRIVACY
STATEMENT. ALL RIGHTS RESERVED
3
, • Using deep and aggressive tone of voice.
Decoy Effect - ANSWER ✔✔the decoy effect is the phenomenon
where consumers swap their preference between two options when
presented a third option
#2 - Target Underlying Concerns - ANSWER ✔✔Most successful
negotiations delve beneath the
positions of each party to identify underlying
concerns.
✓Why someone holds a particular position?
✓What do they really "need"?
interest vs. position - ANSWER ✔✔
Positions are - ANSWER ✔✔surface statements of where a person or
organization stands, and rarely provide insight into
underlying motivations, values or incentives.
ex.) • I will not work evenings
Interests are - ANSWER ✔✔a party's underlying reasons, values or
