Insisting on objective criteria
Principled negotiation is also known as _____.
· integrative negotiation
Using outside guidance, such as an auto pricing guide, is an example of what tenet of principled negotiation?
· Insisting on objective criteria
Expanding the pie in a negotiation means _____.
· adding joint value
One of the arguments against principled negotiations is that _____.
· it oversimplifies things
In this type of negotiation, a fixed asset is being divided up, and someone is going to come away with a bigger piece (the winner).
· Distributive negotiation
s the only reason to disclose information to a party to get something in return?
· No, a unilateral disclosure might help to build trust.
If you make a disclosure, you should start with one that has what two characteristics?
· It's low risk and of strategic value to your competition
Small talk before a negotiation has value because it can help build _____.
· All answers are correct
Two things regarding disclosure that you can do before a negotiation begins are:
· Determine what information you'll need from the other party and anticipate what questions you'll be asked
Being able to firmly rely on someone or on the truth of something is known as what?