Answer Key
Negotiation – Comprehension Check
- “It may be appropriate to play hardball” where [you do not expect to deal with people ever again]
There are different styles of negotiation, depending on circumstances. Where you do not expect to deal with people ever again, and you do not need their goodwill, it may be appropriate to play hardball. Here you may seek to win a negotiation, while the other person loses out. Many people go through this when they buy or sell a house, which is why house buying can be such a confrontational and unpleasant experience. - There is a mistake in this sentence: “The aim for negotiation is to explore the situation.” Which of the options has the mistake? [The aim for]
The aim of negotiation is to explore the situation. - What is a WIN-WIN approach? [when both parties feel happy at the end of the negotiation]
The best approach for negotiation within a team is to adopt a win-win approach, i.e. one in which both parties feel positive about the situation when the negotiation is concluded. This helps to maintain a positive working relationship afterwards. - There is a grammar mistake in this sentence: “Based on all of the considerations, what possible compromises might be there?” Which of the options has the mistake? [compromises might be there?]
Based on all of the considerations, what possible compromises might there be? - There is a grammar mistake in this sentence: “What do you and the other person has that the other might want?“ Which of the options has the mistake? [the other person has]
What do you and the other person have that the other might want? - “Preparing well is WORTHWHILE” means [it pays to give time to preparation]
worthwhile - deserving attention, time and effort etc - Displays of emotion are [inappropriate]
Displays of emotion are clearly inappropriate because they undermine the rational basis of the negotiation and bring a manipulative aspect to it. - The best policies in team-based negotiation are [honesty and openness]
Honesty and openness are the best policies in team-based negotiation. - If you GIVE WAY to somebody, it means [you don't fight and give the person what he wants]
to give way - withdraw or retreat; yield to - TO GIVE IN to the other person's wishes means [to stop negotiating and give the person what he wants]
to give in – stop fighting and admit defeat; yield