Communication Skills Negotiation and Persuasion Skills

Question 1

What is the difference between distributive and integrative negotiation?

Accepted Answer

Distributive negotiation divides a fixed resource (win-lose); integrative negotiation seeks to expand value for both parties (win-win)

Answer

Distributive negotiation is used for salary talks; integrative is used for contract negotiations

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Distributive negotiation involves multiple parties; integrative involves only two

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Integrative negotiation is a more recent approach that replaced distributive methods

Question 2

What is a BATNA and why is it important in negotiation?

Accepted Answer

Best Alternative To Negotiated Agreement — your fallback position if the negotiation fails, which defines your minimum acceptable outcome

Answer

Business Agreement Terms for Negotiation Arrangements — the formal structure of a negotiation contract

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Best Available Terms in Negotiated Agreements — the optimal deal terms to pursue

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Behavioral Approach To Negotiating Agreements — a style of collaborative negotiation

Question 3

What is the 'anchoring effect' in negotiation?

Accepted Answer

The disproportionate influence of the first number stated in a negotiation on all subsequent offers

Answer

The tendency to get stuck on irrelevant past agreements in current negotiations

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A technique for fixing the other party's expectations at a low level

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The weight given to written contracts compared to verbal agreements

Question 4

In persuasion theory, what is the principle of 'social proof'?

Accepted Answer

People tend to follow the behavior of others in uncertain situations, making peer behavior a persuasive cue

Answer

Using evidence from scientific studies to support an argument

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Demonstrating credibility by presenting social media statistics

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The principle that arguments become more persuasive when multiple speakers deliver them

Question 5

What does 'interests vs. positions' mean in principled negotiation?

Accepted Answer

Positions are what people demand; interests are the underlying needs or reasons behind those demands

Answer

Positions are what you publicly state; interests are what you privately think

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Interests are financial; positions are strategic

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Positions change during negotiation; interests remain fixed

Question 6

What is the 'door-in-the-face' persuasion technique?

Accepted Answer

Making a very large request first, which is refused, then following with a more reasonable request that seems modest by comparison

Answer

Aggressively pursuing a deal even after an initial rejection

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Starting with a small ask to build commitment before making a larger request

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Using emotional appeals after logical arguments have failed