Blog

Why is it important to explore the other party’s outlook?

James is studying negotiation tactics so he can make a recommendation to his manager. In his report, James should include that hardball tactics are designed to:

What strategy involves altering the situation so that the consequences of not complying with a threat are substantial and acknowledged as such by an opposing party? 

A commitment statement should have a:

In the context of negotiations, what does the concept of framing involve, and how can it influence the perception of interests and choices? 

Which of the following is not a ‘rationalization’ for unethical conduct in a negotiation?

One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings.

Sarah is negotiating a salary increase and decides to package her request with additional benefits, such as extra vacation days and flexible work hours, to make her proposal more attractive. What negotiation strategy is Sarah using?

In negotiations, what approach involves leveraging power through pressure tactics, while also recognizing the significant support for integrative and interest-based strategies that focus on the underlying needs, desires, and goals of the parties? 

Negotiators who do not care about their power or who have matched power – equally high or low – will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome