308 Final exam
Distributive negotiation - ANS-winner and loser
Integrative negotiations - ANS-win, win. Thinking outside of the box. How to make it
happen
Negotiating tips - ANS-negotiate one thing at a time, never start with best offer, always
get it in writing, know who holds the power
intrinsic motivation - ANS-a desire to perform a behavior effectively for its own sake
extrinsic motivation - ANS-a desire to perform a behavior to receive promised rewards
or avoid threatened punishment
Non-verbal communication - ANS-eye contact, posture, dress, vocql grooming,
nonverbal cues (tapping fingers or a pen), stroking the chin and leaning forward show
the customer is evaluating
factors that constitute trust - ANS-handshake, common ground, story, give a
compliment, seeding opportunities, put them on a pedastal, use name during convo
competency - ANS-what you must be able to do to meet minimum expectations and to
show capability
standard - ANS-how you deliver, what level of quality you accept and sustain over time
and across various endeavors
style - ANS-your own personal touch
the three dimensions of branding - ANS-competency, standard, and style
Types of interviews - ANS-never ending, lunch/dinner, role play, group, problem solving
Price to pay factor - ANS-If you can'y pay then you better walk away. No matter how big
decision is, other people in area are affected.
Distributive negotiation - ANS-winner and loser
Integrative negotiations - ANS-win, win. Thinking outside of the box. How to make it
happen
Negotiating tips - ANS-negotiate one thing at a time, never start with best offer, always
get it in writing, know who holds the power
intrinsic motivation - ANS-a desire to perform a behavior effectively for its own sake
extrinsic motivation - ANS-a desire to perform a behavior to receive promised rewards
or avoid threatened punishment
Non-verbal communication - ANS-eye contact, posture, dress, vocql grooming,
nonverbal cues (tapping fingers or a pen), stroking the chin and leaning forward show
the customer is evaluating
factors that constitute trust - ANS-handshake, common ground, story, give a
compliment, seeding opportunities, put them on a pedastal, use name during convo
competency - ANS-what you must be able to do to meet minimum expectations and to
show capability
standard - ANS-how you deliver, what level of quality you accept and sustain over time
and across various endeavors
style - ANS-your own personal touch
the three dimensions of branding - ANS-competency, standard, and style
Types of interviews - ANS-never ending, lunch/dinner, role play, group, problem solving
Price to pay factor - ANS-If you can'y pay then you better walk away. No matter how big
decision is, other people in area are affected.
