Flashcards
NCOA - COURSE 15 Set B - CH3 PROGRESS CHECKS
Flashcards do conjunto (23)
- 1In your own words define negotiation.Negotiation is a process involving two or more people or groups who have a degree of difference in positions, interests, goals, values, or beliefs and who are striving to reach agreement on issues or courses of action.
Negotiation can also be defined as a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. - 2What does the acronym BATNA stand for?Best Alternative To a Negotiated Agreement
- 3Are you a convergent thinker or a divergent thinker? Explain.Convergent Thinkers tend to be reliable, rational, principle-based, work to reduce uncertainty and ambiguity, and prefer thorough planning.
Divergent thinkers tend to be creative, spontaneous, are comfortable with uncertainty and ambiguity, and Trust is the foundation of relationships, prefer flexible planning. - 4Explain how Trust impacts negotiations.Trust is the foundation of relationships with others and faith in a system. There are two categories of trust:
trust in a person and trust in a process. - 5What are the stakes when it comes to a negotiated situation?The stakes in a negotiated situation are what you stand to (or are wiling) to lose if negotiations fail. These can be either low (little to lose) or high (detrimental to reaching desired outcome).
- 6What is the difference between task and people orientation?Task orientation places more importance on reaching an outcome, solution, or resolution (the task at hand and the expected outcome).
People orientation centers on the relationship that exists between the individuals or groups involved. - 7What are the five steps in the Cooperative Negotiation Strategy Process?Step 1: Positions
Step 2: Interests
Step 3: BATNA
Step 4: Brainstorming
Step 5: Solution - 8What are the two categories of negotiations?Distributive and Integrative
- 9What are the seven “hardball tactics” associated with distributive negotiations?Good Cop-Bad Cop
Highball-Lowball
Exploding Offer
Lying
Intimidation/Aggressive Behavior
Snow Job
Nibble - 10What is mediation?Mediation is an alternative form of dispute resolution that supports negotiations between two disputing parties.
- 11What is the difference between evaluative and facilitative mediation?Evaluative Mediation offers an opinion on the strengths and weaknesses of each party’s side, and suggests options to resolve the matter.
Facilitative Mediation is where a third party (mediator) encourages the parties to discuss matters freely and voluntarily participate in the mediation process. Here, the parties clarify issues, reevaluate positions, and analyze interests—all with an eye towards resolving the dispute that brought them to the mediation table. - 12List the five stages to mediation?Stage 1 Mediator Opening Statement
Stage 2, Parties’ Opening Statement
Stage 3, Joint Discussion
Stage 4, Caucus
Stage 5, Closure - 13Using the Cooperative Negotiation Strategy (CNS) in cross-cultural situations means we must consider the ____ involved.People
- 14In ____ cultures, behaviors are not explicitly presented as members already know what behaviors are expected of them based on years of interaction with each other.High-Context
- 15____ is a method for ripening a negotiated situation where the other party is willing to join in the search for a negotiated solution based on a past, recently avoided, or impending consequence.Wayout
- 16Using the Cooperative Negotiation Strategy (CNS) in cross-cultural situations means we must consider the ____ at hand.Task
- 17____ is the capacity of parties to decide it is in their best interest to negotiate an agreement rather than to continue a dispute.Readiness
- 18____ cultures are task-oriented, rule-oriented, and will most likely use the Insist negotiation style and their position powers to get what they want.Low-context
- 19To determine ____ of a negotiated situation, consider whether or not all the parties involved are actually interested in negotiating and if the issues are even negotiable.Ripeness
- 20What are some examples of the verbal and nonverbal cues commonly relayed in communication?Verbal cues include: vocal (verbal) pauses, interjections like “uh-huh”, “oh”, “wow”, and “Really?” Nonverbal cues include eye movement and eye contact, body position (e.g. slouching, leaning forward and attentive, crossed arms and legs (closed)), hand gestures, shoulder movements, etc.
- 21What is the difference between Paraphrasing and Mirroring?Paraphrasing demonstrates that you were listening and understand, clarifies content, highlights issues, and improves active listener techniques.
Paraphrasing statements begin with, “Are you telling me…?” or “So what you are saying is…”
Mirroring (or reflecting) is repeating the last word or phrase spoken in the form of a question and asks for more input without guiding the direction of the speaker’s thoughts. It elicits information when you do not have enough to ask a pertinent question and is useful when you are lost for words. - 22In your own words, what is Emotion Labeling?Emotion Labeling is often the first active listening skill used in a communicated crisis situations. We often attempt to move to the problem-solving phase too early and usually, the speaker is not prepared to reason just yet. Common phrases include, “You sound…,” “You seem…,” or “What I hear is…”
- 23Why are verbal pauses effective when communicating?Effective [verbal] pauses is the use of silence in communication that prompts others to talk (because the empty sound of silence is uncomfortable) and can also be used to emphasize a point.
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- NCOA - COURSE 15 Set A Business Management FlashCards sobre NCOA - COURSE 15 Set B - CH3 PROGRESS CHECKS, criado por terlbrown em 01-05-2016.
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