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 (competitive) negotiation treats resources as fixed, so one party's gain is the other's loss. Integrative (collaborative) negotiation seeks creative solutions that expand total value, enabling both parties to gain more.

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

BATNA (Best Alternative To a Negotiated Agreement) defines what you will do if no deal is reached — the stronger your BATNA, the more negotiating power you have, because you can afford to walk away from a poor deal.

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

Anchoring is a cognitive bias where the first number introduced in a negotiation (the anchor) has an outsized influence on all subsequent offers, pulling the final outcome toward that initial figure.

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

Social proof (Cialdini) is the influence principle that people look to others' behavior as evidence of correct action, particularly in uncertain situations — 'millions of customers can't be wrong.'

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

In principled negotiation, positions are the stated demands ('I want X'), while interests are the underlying motivations, needs, or concerns driving those demands. Negotiating on interests rather than positions opens possibilities for creative solutions.

Communication Skills Practice Test

Communication Skills Practice Test

Communication Skills Negotiation and Persuasion Skills