Negotiation Strategies & Techniques Flashcards

The 'good cop/bad cop' tactic is most effective when the negotiating team wants to:

Answer: Create psychological pressure while maintaining a cooperative relationship with one team member

The tactic uses role contrast so the 'good cop' can extract concessions while preserving rapport.

A 'time pressure' tactic in negotiation is most effective against a counterpart who:

Answer: Faces a real or perceived deadline

Deadlines compress decision-making and can cause parties under time pressure to accept less favorable terms.

Which approach best describes 'logrolling' in a negotiation?

Answer: Trading concessions on issues where parties have differing priorities

Logrolling creates value by allowing each party to give up less important items in exchange for gains on high-priority issues.

The 'broken record' technique involves a negotiator:

Answer: Calmly restating their position each time pressure is applied

Persistent, calm repetition of a position resists manipulation while avoiding escalation.

In a distributive negotiation, the 'settlement range' is defined as:

Answer: The overlap between the seller's minimum and the buyer's maximum acceptable price

A settlement range (or ZOPA) exists only when the buyer's maximum exceeds the seller's reservation price.

When a negotiator employs 'conditional concessions' (e.g., 'If you do X, then I'll do Y'), the primary goal is to:

Answer: Ensure reciprocity and prevent unilateral giving

Conditional concessions link movement to reciprocation, preventing one-sided give-and-take.

Which factor most distinguishes integrative negotiation from distributive negotiation?

Answer: The ability to create mutual gains by trading on differing priorities

Integrative negotiation expands total value by identifying and exploiting differences in priorities, unlike distributive negotiation which divides a fixed resource.