KEY ATTRIBUTES | PHASES OF NEGOTIATION | STYLES or METHODS | 5 APPROACHES TO BARGAINING | BEHAVIORAL STYLES |
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What is communication skills
The ability to use language to express information.
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What is BATNA
The "next option".
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What is competing or aggressive
Striving to win or ready to confront
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What is competing
I win, you loose
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What is steady
Calm, humorous, good listener
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What is body language
The process of communicating nonverbally through conscious or unconscious gestures and movements.
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What is WAP
To walk away
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What is collaborating
Working jointly
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What is collaborative
I win, you win
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What is influential
Emotional, persuasive, reactive
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What is problem solving
The process of finding solutions to difficult or complex issues.
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What is ZOPA
In the zone
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What is positional
Holding a fixed position
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What is compromising
You 9we) win some, you (we) loose some
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What is DISC
Personality assessment
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What is creative thinking
Looking at problems or situations from a fresh perspective.
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What is WATNA
Worst case scenario
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What is principled
Emphasizes conflict management or resolution
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What is accommodating
You win, don't mind loosing
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What is conscientious
Analytical, cautious, wants details
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What is confidence
A feeling of self-assurance arising from one's appreciation of one's own abilities or qualities.
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What is the objective
The thing you hope to accomplish
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What is due diligence
Preparation or planning
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What is avoiding
I loose, you loose
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What is dominance
Problem solver, blunt, non-emotional
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