2023/24 Accelerated Certified Texas Contract Manager (CTCM) Study Set with Complete Solutions

What type of common negotiation strategy is the following: Win-Lose? (NSS) - ANSWER-Issues matter more than the relationship What type of common negotiation strategy is the following: Lose-Lose? (NSS) - ANSWER-Negotiators don't choose this method; it chooses you. Usually when everything starts going south in a negotiation What type of common negotiation strategy is the following: Win-Win? (NSS) - ANSWER-Each party has a vested interest with mutual gains Negotiation is often used to....? (NSS) - ANSWER-Build partnerships What are the 4 points of principled negotiations? (NSS) - ANSWER-People, Interests, Options, Criteria Your interests are...? (NSS) - ANSWER-The needs, desires, and fears that drive positions. What does BATNA stand for? (NSS) - ANSWER-Best Alternative to a Negotiated Agreement Standard (NSS) - ANSWER-a non-mandatory criterion or basis for comparison Objective Standard (NSS) - ANSWER-unbiased and widely accepted minimum requirement Steps in Planning Phase (NSS) - ANSWER-Analyze the other party's proposal Establish objectives Formulate position Assess the other party's positions/strengths Define/organize issues Develop strategies and tactics Evaluate ________, ________, _________, and _______ as part of the other party's proposal. (NSS) - ANSWER-price, delivery, specifications, and terms Explore _______ as mutual gains. (NSS) - ANSWER-options