Week 2

Question 1

Describe the difference between positional bargaining and principled negotiation.

Answer 1

Positional bargaining describes a situation where people hold there positions tight, stalling settlements. In Principled Negotiation people recognise the human side and non human problem.

Question 2

What is the aim of principled negotiation?

Answer 2

To create an environment of creativity, that is mutually beneficial and helps build long term relationships.

Question 3

Name the 4 components of principled negotiation.

Answer 3

People, Interests, Options, Criteria

Question 4

What is BATNA

Answer 4

Best alternative to a negotiated agreement.

Question 5

What are the 6 steps to a negotiated agreement?

Answer 5

1. Preparation
2. Opening up negotiation
3. Conducting negotiation
4. Moving towards agreement
5. reaching agreement
6. Following up negotiation