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| Negotiation Strategy
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Description:
Our Negotiation Strategy test measures your knowledge of win-win negotiating. The exam and principles are based on the book "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury and Bruce Patton, second edition. Designed for all types of negotiators, this test includes the following topics: Best Alternative to a Negotiated Agreement (BATNA), Communications, Dealing With People, Durable Agreements, Interests vs Positions, Inventing Options For Mutual Gain, Positional Bargaining vs. Principled Negotiation, Strategy and Tactics, and Use of Objective Criteria.
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| This test is associated with a Job Role. Please visit
the Job Role Center for more details.
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- Best Alternative to a Negotiated Agreement (BATNA)
- Common Mistakes
- Identifying the Other Side's BATNA
- Identifying Your BATNA
- Selecting and Improving Your BATNA
- Ways to Deal with the Other Side's BATNA
- Building Relationships
- Common Mistakes
- Countermeasures if the Relationship Goes Wrong
- Identifying Assumptions
- Starting the Negotiation
- Substantive vs. Relationship Issues
- Communications
- Active Listening
- Tactics for "Reframing" Opponents Communication
- Testing Assumptions
- Dealing With People
- Adjusting Negotiation Style for Culture
- Adjusting Negotiation Style for Gender
- Countermeasures if the Person Is the Problem
- Separating the People from the Problem
- Durable Agreements
- Common Mistakes
- Identify Issues to Be Included in Agreement
- Process Commitments
- Tactics for Getting Commitment
- Tactics for Making a Final Offer
- Tactics in the Drafting the Agreement
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- Interests vs. Positions
- Clarifying Interests
- Common Mistakes
- Identifying Relevant Parties
- Probing for Underlying Interests
- Inventing Options for Mutual Gain
- Common Mistakes
- Creating Options to Meet Interests
- Ways to Maximize Joint Gain
- Positional Bargaining vs. Principled Negotiation
- Advantages of Principled Negotiation
- Distinguishing Interests from Positions
- First Offer/Starting Figure Issues
- Reasons for Positional Bargaining
- Steps/Sequence in Win-Win Negotiations
- Strategy and Tactics
- Common Mistakes
- Countermeasures for Deliberate Deception
- Countermeasures for Positional Pressure
- Countermeasures for Psychological Warfare
- Tactics to Enhance Your Negotiating Power
- Use of Objective Criteria
- Advantages of Standards
- Common Mistakes
- Use of External Standards
- Use of Process Fairness to Persuade
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