Cppb Test - Domain Iii (100% Verified)

WHAT IS THE GOAL OF NEGOTIATION? correct answers To achieve a mutual goal referred as win-win agreement. STAGES OF NEGOTIATION correct answers 1. Planning 2. Actual Negotiation 3. Completion What are the objectives of a principled Negotiation? correct answers 1. produced a wise agreement 2. To be efficient 3. To achieve MUTUALLY satisfactory results for all parties FOUR PRINCIPLES OF NEGOTIATION correct answers 1. Separate people from the problem 2. Create a variety of options before deciding which pursue 3. Focus on interests, not positions 4. Use objective criteria Three People Elements in Negotiation correct answers 1. Difference of Perception 2. Emotions 3. Communication ( parties should apply active listening) BRAINSTORMING OPTIONS correct answers 1. Stating the problem 2. Analyzing the problem 3. Consider general options 4. Consider specific actions BATNA correct answers best alternative to a negotiated agreement STONEWALLING correct answers It is used to frustrate the opposition party and induce it to make a better offer in the hope of reaching agreement or make a negotiation error. Counter tactics: a) breaking off negotiations b) setting a deadline beyond which you will not continue if there is no evidence of good faith negotiating GOOD SAMARITAN correct answers The other side acts as if it is doing you a favor or making a great sacrifice with its offer in order to put you off guard and persuade you to accept it without determining whether it is actually in your best interest. TAKE IT OR LEAVE IT correct answers Other side has made its final offer and says it will no longer negotiate. Counter Tactic: a) to continue negotiating