CCM Negotiation Fundamentals & Techniques Flashcards

Which negotiation approach focuses on mutual gains and interests rather than fixed positions?

Answer: Interest-based negotiation

Interest-based negotiation, also called integrative or principled negotiation, seeks to identify underlying interests so both parties can reach mutually beneficial agreements.

What does BATNA stand for in negotiation theory?

Answer: Best Alternative To a Negotiated Agreement

BATNA (Best Alternative To a Negotiated Agreement) represents the course of action a party will take if negotiations fail, serving as a benchmark for evaluating any proposed deal.

In distributive negotiation, the 'zone of possible agreement' (ZOPA) is best described as:

Answer: The overlap between each party's reservation points

ZOPA is the range between each party's reservation price (walk-away point) where a mutually acceptable deal is possible.

Which tactic involves making an extreme opening offer to anchor the negotiation in your favor?

Answer: Anchoring

Anchoring involves presenting an extreme first offer to set a psychological reference point that pulls the final outcome closer to the anchor.

Logrolling in negotiation refers to:

Answer: Trading concessions on different issues to create joint gains

Logrolling involves exchanging concessions on different issues so each party gives up less-valued items in return for gaining higher-valued ones.

A conflict manager preparing a client for negotiation should first help them identify:

Answer: Their own underlying interests and BATNA

Understanding one's own interests and BATNA is the foundation of effective negotiation preparation, determining both goals and walk-away limits.