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Ca2

The document outlines key aspects of negotiation, emphasizing the importance of active listening, emotional intelligence, and the ZOPA concept. It discusses how active listening builds rapport, clarifies misunderstandings, uncovers hidden interests, and facilitates adaptive solutions. Additionally, it highlights the four laws of persuasion and common sources of disagreements between buyers and sellers.

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4 views

Ca2

The document outlines key aspects of negotiation, emphasizing the importance of active listening, emotional intelligence, and the ZOPA concept. It discusses how active listening builds rapport, clarifies misunderstandings, uncovers hidden interests, and facilitates adaptive solutions. Additionally, it highlights the four laws of persuasion and common sources of disagreements between buyers and sellers.

Uploaded by

tlotlobannyaditse
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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QUESTION 1: Four Importance of Active Listening in Negotiation

1. Builds Rapport and Trust:


- Active listening signals respect and openness, fostering a collaborative atmosphere. For
example, nodding and maintaining eye contact during a partner’s proposal encourages them
to share more openly.

2. Clarifies Misunderstandings:
- Paraphrasing the other party’s points ensures alignment. A negotiator might say, “If I
understand correctly, your priority is faster delivery timelines. Is that accurate?”

3. Uncovers Hidden Interests:


- Subtle cues (e.g., tone shifts) reveal unstated needs. A supplier repeatedly mentioning
“flexibility” might indirectly seek assurances about payment stability.

4. Facilitates Adaptive Solutions:


- By listening to concerns, negotiators can tailor offers. If a buyer emphasizes budget
constraints, a seller might propose staggered payments or bundled services.

QUESTION 2: Impact of Managing Emotional Intelligence (EI) on Negotiation Outcomes

1. Self-Regulation Prevents Escalation:


- A negotiator with high EI remains calm under pressure. For example, if a client angrily
rejects a proposal, the negotiator might respond, “I appreciate your frustration. Let’s explore
alternatives,” defusing tension.

2. Empathy Drives Collaborative Solutions:


- Understanding the other party’s emotions fosters creative problem-solving. A seller
noticing a buyer’s anxiety about product reliability might offer extended warranties,
addressing both emotional and practical concerns.

QUESTION 3: ZOPA Concept and Relevance in Negotiation

- Definition: ZOPA is the range where both parties’ acceptable terms overlap. For instance, a
seller willing to sell a car for no less than $8,000 and a buyer willing to pay up to $9,000
have a ZOPA of $8k–$9k.
- Relevance:
1. Guides Realistic Bargaining: Negotiators avoid wasted effort on non-viable terms. If
ZOPA exists, they focus on splitting the difference or adding value.
2. Signals When to Walk Away: If no ZOPA exists (e.g., seller’s minimum is $10k, buyer’s
maximum is $8k), parties can terminate talks early or seek creative adjustments.

QUESTION 4: Four Laws of Persuasion in Negotiation

1. Reciprocity:
- Buyer/Seller Dynamic: A seller offering a free trial (e.g., 30-day software access) may
invoke reciprocity, prompting the buyer to reciprocate with quicker contract signing.
2. Scarcity:
- Seller’s Perspective: Highlighting limited stock (“Only 3 units left!”) pressures buyers to
act fast.
- Buyer’s Perspective: A buyer might emphasize competing offers to push the seller for
concessions.

3. Authority:
- Seller’s Tactic: Citing industry certifications or expert endorsements (e.g., “Our product is
ISO-certified”) builds credibility.
- Buyer’s Tactic: Referencing internal stakeholders (“Our CFO insists on this clause”)
strengthens demands.

4. Commitment and Consistency:


- Seller’s Approach: Securing a small initial agreement (“Can we agree on the delivery
date?”) increases the likelihood of larger commitments later.
- Buyer’s Approach: Reminding the seller of past promises (“You mentioned flexibility last
week”) ensures adherence to earlier terms.

QUESTION 5: Four Sources of Disagreements Between Buyer and Seller

1. Price Conflicts:
- A buyer may insist on $50/unit, while the seller’s production costs require $60/unit.

2. Delivery Timelines:
- A seller promises delivery in 4 weeks, but the buyer needs stock in 2 weeks for a
seasonal promotion.

3. Quality Expectations:
- A buyer demands premium materials, while the seller proposes standard-grade
alternatives to cut costs.

4. Contractual Terms:
- Disputes over penalty clauses for late deliveries or payment terms (e.g., net-30 vs.
net-60).

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