Claim Negotiation Techniques

Question 1

Principle of Yes

Answer 1

premise that if an individual answers “yes” to a question, he or she is likely to continue to answer “yes”

Question 2

Choicing

Answer 2

assumption that people feel empowered when given a choice

Question 3

Boulwarism

Answer 3

making a first and final offer

Question 4

Pitfalls in Claim Negotiation

Answer 4

• Allowing personalities to influence the settlement
• Trading dollars
• Bidding against oneself
• Conceding as deadlines approach