This deck introduces the essential principles of negotiation. It helps learners understand the basic dynamics that shape negotiations: interests, positions, preparation, leverage, and mutual value creation. The cards explore how negotiators structure discussions, manage expectations, and move toward agreements while protecting their objectives.
This deck is for anyone working on fundamentals related to Negotiation, from beginner to intermediate.
You will work on points such as: In a salary negotiation, what best describes your underlying interest? · What mainly distinguishes distributive from integrative negotiation? · In a business deal, what does creating value mean?.
1In a salary negotiation, what best describes your underlying interest?
Answer: The real need you want to satisfy, such as security, growth, or recognition.
2What mainly distinguishes distributive from integrative negotiation?
Answer: Distributive splits a fixed pie; integrative seeks to expand the pie first.
3In a business deal, what does creating value mean?
Answer: Finding trades or options that increase total benefits for both parties.
4In a partnership discussion, what defines a win-win outcome?
Answer: Both sides meet key interests and feel the deal is fair and sustainable.
5In modern practice, what is negotiation primarily about?
Answer: Jointly solving a problem so both sides are better off than their alternatives.
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