Course 14 – Negotiation – Flashcards
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Parties strive to reach an agreement on issues or course of action. (Negotiation Key Terms: Negotiation - BATNA - Anchoring - Interest - Demand)
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Negotiation
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An alternative that should negotiations fail you are willing and able to execute without the other party's participation or permission. (Negotiation Key Terms: Negotiation - BATNA - Anchoring - Interest - Demand)
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BATNA
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A statement of terms with no room for adjustment; take it or leave it option. (Negotiation Key Terms: Negotiation - BATNA - Anchoring - Interest - Demand)
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Demand
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The reason behind your position; the "why" behind what you want. (Negotiation Key Terms: Negotiation - BATNA - Anchoring - Interest - Demand)
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Interest
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Secures an agreement close to one's aspiration point. (Negotiation Key Terms: Negotiation - BATNA - Anchoring - Interest - Demand)
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Anchoring
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The overlapping (common) area of each party's aspiration/reservation point. (Negotiation Key Terms: ZOPA - Reservation Point - Divergent Thinker - Convergent Thinker)
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ZOPA
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The "bottom line"; the best favorable option or offer you will accept. (Negotiation Key Terms: ZOPA - Reservation Point - Divergent Thinker - Convergent Thinker)
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Reservation Point
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The best each party hopes to get out of a negotiated agreement. (Negotiation Key Terms: ZOPA - Reservation Point - Divergent Thinker - Convergent Thinker)
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Aspiration Point
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Tend to be creative and spontaneous. (Negotiation Key Terms: ZOPA - Reservation Point - Divergent Thinker - Convergent Thinker)
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Divergent Thinker
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Tend to be reliable, rational, and principle-based. (Negotiation Key Terms: ZOPA - Reservation Point - Divergent Thinker - Convergent Thinker)
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Convergent Thinker
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What illustrates how trust influences your use of information and power, and how information and power influences the way you develop options to resolve a dispute, solve a problem, and find a solution?
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TIPO Model (Trust Information Power and Options)
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What trust exists when both parties have faith in a governing institution and believe hat it supports their negotiations?
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Process
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What type of power is earned through consistent sound actions and behaviors?
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Personal
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What category does the following supporting powers fall under; referent, information, and expert?
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Personal
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What supporting power is often used to pressure or force someone to do something and can include pursuing disciplinary actions, taking away privileges, posing restrictions, and recommending non-judicial punishment?
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Coercive
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First define the problem, situation, or dispute. Then, identify the required and available resources: information, power, time, people, money, et cetera, needed to solve the problem, improve the situation, or settle the dispute. The narrative BEST describes the process for:
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Determining your options
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Which negotiation preference should be used when the relationship is more important than the task and responsibility is delegated to the other person or party? Negotiation Preference and Styles Chart (NPSC)
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Comply
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Which negotiation preference should be used when the current situation favors any proposed solution, issue at hand is unimportant to one or both parties, and there are other and/or more pressing priorities? Negotiation Preference and Styles Chart (NPSC)
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Evade
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Which negotiation preference should be used when there's little chance of getting everything you want, one variable is at stake, and there's a need for quick negotiation but optimal outcome is not a priority? Negotiation Preference and Styles Chart (NPSC)
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Settle
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Which negotiation preference is high task and people oriented? Negotiation Preference and Styles Chart (NPSC)
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Cooperate
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Which negotiation preference is low task and people oriented? Negotiation Preference and Styles Chart (NPSC)
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Evade
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What will change a negotiation from a contest of wills to a search of solutions through focusing on understanding and underlying interest? Negotiation Preference and Styles Chart (NPSC)
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Cooperative Negotiations Strategy (CNS)
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Negotiations Across Cultures: High Context - or - Low Context Rules-based
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Low Context
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Negotiations Across Cultures: High Context - or - Low Context Relationship-based
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High Context
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Negotiations Across Cultures: High Context - or - Low Context Focused on speed to task completion
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Low Context
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Negotiations Across Cultures: High Context - or - Low Context Assume other party recognizes its superior power
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Low Context
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Negotiations Across Cultures: High Context - or - Low Context May hold prestigious positions in a small community
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High Context
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Negotiations Across Cultures: High Context - or - Low Context Require rapport before addressing tangible issues
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High Context
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Negotiations Across Cultures: High Context - or - Low Context Commonly found in North America and Northern Europe
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Low Context
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Why should SNCOs recognize the differences between high context and low context cultures when negotiating and mediating?
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Possessing an appropriate level of cross-cultural competency enables SNCOs to achieve desired effects without necessarily having prior exposure to, or experience with, a particular social group, geographic region, or foreign language.
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For high context cultures, what are the precursors to a mutually satisfactory negotiated resolution?
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A trusting relationship and upholding cultural and religious beliefs, values, and social standards
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Which common value do you think you might use as the influence for developing empathy for your opposite in a negotiation?
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Universalism Both high/low context cultures expect or anticipate their opposite recognize and respect its culture and will abstain or refrain from discriminatory behaviors.
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MSgt Smith involves the village elders in the early negotiations process while focusing on the ongoing relationship between the Air Force and the villagers and the goal of mutual trust and fairness. The narrative BEST describes MSgt Smith's: - Understanding low context culture - Understanding high context culture - Misunderstanding low context culture - Misunderstanding high context culture
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- Understanding high context culture
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What considerations must an effective negotiator consider when interacting with foreign cultures?
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Effective negotiators must consider perspectives, beliefs, values, and world-views when interacting with foreign cultures.
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Which culture works diligently to find a solution, fails to consider their opposite's interests and fails to include their opposite in the decision process during negotiations?
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Low Context
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What value explains that both high and low context cultures expect that their opposite will consider and respect their culture and will abstain from discrimination like ethnic and cultural prejudice, stereotypes, and intolerance?
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Universalism
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What should be applied in cross cultural negotiations to focus on the task at hand but still take the time to consider the people involved in the negotiations?
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Cooperative Negotiations Strategy (CNS)
