Study Guide Exam 1 (1).doc - Exam 1 – Study Guide Emotions and negotiation 1 What are the fundamental needs 2 What is the difference between

Study Guide Exam 1 (1).doc - Exam 1 – Study Guide...

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Exam 1 – Study Guide Emotions and negotiation 1. What are the fundamental needs? 2. What is the difference between negotiation and persuasion? 3. What are the two systems we have for processing information? Research 1. How important is preparation to a negotiation process? 2. What do you need to think about when forming a BATNA? 3. What should you do if you cannot prepare adequately for negotiation? Why should you do these things? 4. What is principled negotiation? 5. What are some questions you might ask to help yourself prepare for a negotiation? 6. What are issues? What are interests? Negotiate to win (6 rules for negotiating) 1. Why can’t American’s negotiate? 2. How do you say no to someone? 3. What does our “old” brain do for us? How is this related to our fundamental needs? 4. Why not start off with a “fair price”? 5. Should you accept the other person’s first offer? Why or why not. 6. How does precision affect first offers? Specifically, what is it about precise offers that make giving them an effective technique? (This is the idea of mediation)
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