NCR Class 4

  1. 5 things we should take away from the class. (PSBDB)
    • 1. Prepare
    • 2. Stay calm
    • 3. Be observant
    • 4. Don’t rush to judgment 
    • 5. Be creative!
  2. 4 things to do with the issues of a negotiation. (DPDS)
    • 1. Define them
    • 2. Prioritize them
    • 3. Determine which are related
    • 4. Summarize them
  3. Issues in a negotiation are major points that may affect...
    both parties.
  4. 4 characteristics of a good goal. (CSMP)
    • 1. Concrete
    • 2. Specific
    • 3. Measurable
    • 4. Public
  5. Prepare a target point for... if multiple issues are involved.
    each goal
  6. Positions in negotiations are not so... and too...
    good, rigid
  7. 3 things that make up interests in negotiation. (WRM)
    • 1. Why you want a particular position
    • 2. The reason behind your position
    • 3. Your motivation
  8. Which is better, interest or positions?
    INTERESTS
  9. In negotiations, ... define the problem.
    interests
  10. ... are what cause you to decide on a position.
    Interests
  11. ... are attempts to achieve interests.
    Positions
  12. Identify positions vs. interests by determining
    the...
    "Why?"
  13. 8 steps in preparing for a negotiation. (LDCDCBDP)
    • 1. List issues
    • 2. Determine goals, targets, priorities
    • 3. Consider interests/positions
    • 4. Determine RP and BATNA
    • 5. Consider other party
    • 6. Brainstorm solutions
    • 7. Determine strategy
    • 8. Prepare opening offer
  14. The area between the 2 reservation points is the...
    settlement zone.
  15. The area between the 2 opening offers is the...
    bargaining zone.
  16. The playing field where all negotiating takes place is called the...
    bargaining zone.
  17. The "true playing field" is called the...
    settlement zone
  18. The final agreement typically falls inside the...
    settlement zone.
  19. Your playing field is between you... and your...
    opening offer, reservation point
  20. More retailers see haggling as a...
    price of doing business.
  21. Negotiating after already reaching an agreement is called a...
    post-settlement settlement
  22. In a post-settlement settlement, both sides need to... or...
    agree, no change is made.
Author
Dbadams94
ID
316061
Card Set
NCR Class 4
Description
NCR
Updated