Principled Negotiation Strategy Flashcards

A supplier claims 'this is our final offer.' Under principled negotiation, you should first:

Answer: Test the claim by asking what would need to change for a different outcome to be possible

Probing 'final' offers often reveals flexibility masked by positional language or internal politics.

The Harvard Negotiation Project identifies four core elements of principled negotiation. Which set is correct?

Answer: People, Interests, Options, Criteria

Fisher and Ury's four elements are: separate People from the problem, focus on Interests, invent Options, and use objective Criteria.

In multi-party negotiations, coalition dynamics are most effectively managed by:

Answer: Identifying shared interests across coalition members and building around common ground

Durable multi-party agreements emerge from shared interests rather than from pressure or uniform offers.

Post-settlement settlements (PSS) are used to:

Answer: Improve on an already-agreed deal through further Pareto-efficient trades

A PSS invites both parties to search for a better deal after reaching agreement, knowing the original deal is their fallback.

Which scenario illustrates an illegitimate tactic that principled negotiation explicitly warns against?

Answer: Deliberately misrepresenting your BATNA to gain leverage

Misrepresenting your BATNA is deceptive and violates the principled negotiation standard of honesty.

Active listening during negotiation serves primarily to:

Answer: Accurately understand the other party's interests and build rapport

Active listening builds understanding and trust, making it easier to identify integrative solutions.

What is the primary risk of being the first to make a concession in a negotiation?

Answer: It may be interpreted as weakness, inviting further demands rather than reciprocal movement

Unreciprocated concessions can signal low reservation points, encouraging the other party to push harder.