Negotiation Strategies & Techniques Flashcards

In a multi-party negotiation, what is the primary risk of forming a coalition?

Answer: Internal disagreements that weaken the coalition's position

Coalitions are vulnerable to internal conflicts that opposing parties can exploit to fracture the alliance.

Which negotiation tactic involves deliberately starting with an extreme offer to anchor the other party's expectations?

Answer: Extreme anchoring

Extreme anchoring sets a reference point that psychologically pulls the final agreement toward the anchor.

When using the 'nibbling' technique, a negotiator typically requests small concessions:

Answer: After the main deal is nearly closed

Nibbling works because the other party is reluctant to jeopardize a near-complete deal over seemingly minor additions.

A negotiator who uses 'strategic silence' after making a proposal is primarily trying to:

Answer: Pressure the other party to fill the void with concessions

Silence creates psychological discomfort that often compels the other party to speak and inadvertently offer concessions.

The 'flinch' technique in negotiation is best described as:

Answer: Showing a visible negative reaction to an offer to signal it is unacceptable

A visible flinch signals dissatisfaction and can cause the other party to immediately soften their position.

In interest-based negotiation, 'objective criteria' are used to:

Answer: Provide fair, external standards to evaluate proposed solutions

Objective criteria such as market value or legal precedent depersonalize the negotiation and support fair outcomes.

Which strategy is most appropriate when a negotiator has a weak BATNA?

Answer: Work aggressively to improve the BATNA before or during negotiations

Strengthening your BATNA before or during negotiations increases your leverage and walk-away power.