Cppb Test - Domain Iii Correct 100%(Rated A+)

WHAT IS THE GOAL OF NEGOTIATION? - ANSWER To achieve a mutual goal referred as win-win agreement. STAGES OF NEGOTIATION - ANSWER 1. Planning 2. Actual Negotiation 3. Completion What are the objectives of a principled Negotiation? - ANSWER 1. produced a wise agreement 2. To be efficient 3. To achieve MUTUALLY satisfactory results for all parties FOUR PRINCIPLES OF NEGOTIATION - ANSWER 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 - ANSWER 1. Difference of Perception 2. Emotions 3. Communication ( parties should apply active listening) BRAINSTORMING OPTIONS - ANSWER 1. Stating the problem 2. Analyzing the problem 3. Consider general options 4. Consider specific actions BATNA - ANSWER best alternative to a negotiated agreement STONEWALLING - ANSWER 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 - ANSWER 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.