Negotiation Theory & Strategies Flashcards

Which negotiation concept refers to the range between each party's reservation point within which a deal can be struck?

Answer: Zone of Possible Agreement (ZOPA)

The ZOPA is the overlap between each party's reservation points where mutually acceptable agreements exist.

In the Dual Concerns Model, a negotiator who shows high concern for others but low concern for self is best described as using which style?

Answer: Accommodating

Accommodating reflects high concern for the relationship and the other party at the expense of one's own substantive goals.

What is the primary risk of anchoring too aggressively in a negotiation?

Answer: It may prompt the other party to walk away or dismiss your credibility

An extreme anchor can damage credibility and cause the counterpart to disengage rather than counter-offer.

Which theoretical framework categorizes negotiation outcomes as win-win, win-lose, lose-win, or lose-lose?

Answer: Outcome quadrant model

The outcome quadrant model maps all four possible result combinations based on each party's gain or loss.

When a negotiator uses 'logrolling,' what are they doing?

Answer: Trading concessions on issues where parties have differing priorities

Logrolling involves exchanging concessions on lower-priority issues to gain ground on higher-priority ones, creating joint value.

The concept of 'reactive devaluation' in negotiation refers to what phenomenon?

Answer: Automatically viewing a proposal less favorably because it came from the opposing side

Reactive devaluation is a cognitive bias where a proposal is perceived as less attractive simply because the other party offered it.

In Fisher and Ury's principled negotiation, what does 'separating people from the problem' primarily address?

Answer: Distinguishing relationship issues from substantive disagreements to address both effectively

Separating people from the problem ensures relationship concerns are managed distinctly from the substantive issues at stake.