LNC midterm
Terms
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- Once an employer ratifies an act, may the employer later avoid liability?
- No
- What are the goals of negotiation?
- Produce a wise agreement, and improve relationships
- List the elements of a wise agreement
- Meets legitimate interest, resolves conflict fairly, durable
- What are the four steps of principle negotiation?
- separate people from the problem Focus on interest not position Generate options Base result on objective criteria
- Why is it so important to people to put yourself in the shoes of the other party?
- Understand their point of view
- Explain "active listening"
- Acknowledge and repeat what is said to show understanding
- What are the two questions you should ask in order to identify interest?
- Why or Why not
- What are some examples of fair criteria upon which the result of a negotiation can be judged?
- Blue Book, market price, professional standards cost, what a court would decide
- What is BATNA? Why is it important to know your BATNA
- Best alternative to negotiation agreement Its needed to know wheter to accept alternative and arrive at through negotiation versus ending negotiation
- Under the negotiation Jujitsu, approach, why should you use questions instead of statement when dealing with a difficult or positional negotiation?
- Questions dont criticize they educate
- What are the benefits of using silence when negotiating?
- Makes the other party nervous, makes them think you're about to walk away, and it makes them talk
- What are some ways in which you can design a deal to minimize risk?
- Guarantees and provisions, clauses, dispute resolution producer