Principled Negotiation Strategy Flashcards

What does ZOPA stand for in negotiation theory?

Answer: Zone of Possible Agreement

ZOPA is the range between each party's reservation point where a mutually acceptable deal can be reached.

When interests appear incompatible, principled negotiation recommends:

Answer: Brainstorming multiple options before evaluating any

Inventing options before judging them widens the solution space and often reveals trades not visible from fixed positions.

An anchor in negotiation refers to:

Answer: The first numerical offer made, which biases subsequent counteroffers

Anchoring exploits cognitive bias: the first number stated disproportionately influences the final settlement range.

Which behavior reflects the 'separate the people from the problem' principle during a heated exchange?

Answer: Acknowledging the other party's emotions while redirecting to the substantive issue

Acknowledging emotions validates the relationship while keeping focus on the joint problem to be solved.

A negotiator proposes packaging several issues together rather than resolving them sequentially. This technique is called:

Answer: Logrolling

Logrolling bundles issues so parties can trade across them, creating value by exploiting differences in priorities.

Fisher and Ury's concept of 'inventing options for mutual gain' is distinct from compromise because:

Answer: It seeks creative trades that expand total value rather than dividing a fixed pie

Mutual-gain options grow the pie through creative trades; compromise merely splits it.

Which statement about reservation points (walk-away points) is correct?

Answer: They define the worst acceptable outcome; any deal worse than this should be rejected

A reservation point is the threshold below which accepting a deal is worse than pursuing your BATNA.