Title: Negotiation Persuasion — LearnCoachAssist

Q: What is negotiation?
A: A discussion aimed at reaching an agreement between two or more parties with differing interests.

Q: What is BATNA?
A: Best Alternative to a Negotiated Agreement — your fallback if no deal is reached.

Q: Why is knowing your BATNA important?
A: It defines your walk-away point and improves your bargaining power.

Q: What is ZOPA?
A: Zone of Possible Agreement — the range where both parties' acceptable terms overlap.

Q: What is a reservation price?
A: The least favorable terms you would accept before walking away.

Q: What is anchoring in negotiation?
A: Setting an initial reference point that influences subsequent offers.

Q: Why is making the first offer often advantageous?
A: It anchors the discussion in your favor.

Q: What is the negotiator's dilemma?
A: The tension between competing (claiming value) and cooperating (creating value).

Q: What is distributive negotiation?
A: A zero-sum negotiation where parties divide a fixed pie.

Q: What is integrative negotiation?
A: A negotiation seeking mutual gains by expanding the pie.

Q: What is principled negotiation (Fisher & Ury)?
A: An approach focusing on interests, options, criteria, and separating people from the problem.

Q: What is the 4-step model in Getting to Yes?
A: Separate people from the problem; focus on interests, not positions; invent options for mutual gain; insist on objective criteria.

Q: What is a position vs an interest?
A: A position is what someone says they want; an interest is the underlying need.

Q: Example of position vs interest?
A: Position: "I want $50,000." Interest: "I need to cover my mortgage."

Q: What is empathy in negotiation?
A: Understanding the other party's perspective and emotions.

Q: Why are open-ended questions valuable?
A: They invite information, build rapport, and reveal interests.

Q: What is active listening?
A: Fully concentrating, understanding, and responding to a speaker, often paraphrasing.

Q: What is mirroring (Chris Voss)?
A: Repeating the last few words the other party said to encourage them to elaborate.

Q: What is labeling?
A: Naming the other party's emotion to defuse it ("It sounds like you're frustrated").

Q: What is tactical empathy?
A: Voss's term for using empathy strategically to influence outcomes.

Q: What are calibrated questions?
A: "How" and "what" questions that prompt the other side to solve your problem.

Q: Example of a calibrated question?
A: "How am I supposed to do that?"

Q: What is the accusations audit?
A: Voicing potential objections before they're raised to defuse them.

Q: What is the "no-oriented" question?
A: A question framed so the other party can say "no" comfortably, often making them more open.

Q: What is the difference between sympathy and empathy?
A: Sympathy is feeling for someone; empathy is understanding their feelings.

Q: What is reciprocity in persuasion?
A: The norm of returning favors; a key Cialdini principle.

Q: What is commitment & consistency (Cialdini)?
A: People align with prior commitments to remain consistent.

Q: What is social proof (Cialdini)?
A: People follow others' behavior, especially in uncertain situations.

Q: What is authority (Cialdini)?
A: People defer to authority figures or experts.

Q: What is liking (Cialdini)?
A: People are more easily persuaded by people they like.

Q: What is scarcity (Cialdini)?
A: People value what is rare or in limited supply.

Q: What is unity (Cialdini's 7th principle)?
A: People are persuaded by shared identity or "we-ness."

Q: What is foot-in-the-door technique?
A: Asking for a small commitment first, then a larger one.

Q: What is door-in-the-face technique?
A: Asking for an extreme request first, then a smaller, real one.

Q: What is low-balling?
A: Securing agreement, then raising the cost.

Q: What is the "but you are free" technique?
A: Reminding others they can refuse, which paradoxically increases compliance.

Q: What is framing in persuasion?
A: Presenting information in a way that influences perception.

Q: Example of framing?
A: "95% survival rate" vs "5% mortality rate" — same fact, different effect.

Q: What is loss aversion?
A: People feel losses more strongly than equivalent gains.

Q: How do you use loss aversion in negotiation?
A: Frame your offer to highlight what the other side stands to lose by not agreeing.

Q: What is the contrast principle?
A: Items appear different (better/worse) when compared to a reference point.

Q: What is decoy pricing?
A: Adding a third option to make another option seem more attractive.

Q: What is the IKEA effect?
A: People value things more when they help create them.

Q: What is the endowment effect?
A: People value things they own more highly.

Q: What is reciprocal concession?
A: After receiving a concession, the other party feels obligated to concede.

Q: What is bargaining power?
A: The relative ability of parties to influence the outcome.

Q: What increases bargaining power?
A: Strong BATNA, information advantage, time, alternatives, authority.

Q: What is the importance of preparation in negotiation?
A: It builds confidence, reveals leverage, and uncovers creative options.

Q: What's a research checklist before negotiation?
A: Goals, BATNA, ZOPA, market data, counterpart's interests, possible objections.

Q: What is the importance of patience?
A: Patience reduces pressure, signals confidence, and often elicits concessions.

Q: What is the take-it-or-leave-it tactic?
A: A final, non-negotiable offer; risky but can close deals.

Q: What is the good cop / bad cop tactic?
A: A negotiator pairs aggressive and conciliatory roles to extract concessions.

Q: What is the nibble?
A: Asking for small additional concessions after the main deal is set.

Q: What is the salami tactic?
A: Breaking a big demand into smaller pieces to make each easier to accept.

Q: What is silence as a tactic?
A: Remaining quiet to pressure the other party to fill the void.

Q: What is a flinch?
A: A visible reaction to an offer to signal it's too far apart.

Q: What is a vise grip ("you'll have to do better than that")?
A: A blunt response that often elicits a better offer.

Q: What is logrolling?
A: Trading concessions on different issues you each value differently.

Q: What is bridging?
A: Creating new options that satisfy both parties' interests.

Q: What is contingent agreement?
A: A "what if" agreement that triggers based on future events.

Q: What is escalation of commitment?
A: Doubling down on a decision because of prior investment.

Q: How do you avoid escalation?
A: Set predefined limits and walk-away points; review periodically.

Q: What is the importance of being likeable?
A: Likeability increases compliance and trust.

Q: What is the importance of rapport?
A: Rapport reduces resistance and increases information sharing.

Q: How do you build rapport quickly?
A: Mirror posture, find common ground, listen actively, use the person's name.

Q: What is the matching and mirroring principle?
A: Subtly matching another's body language and speech for connection.

Q: What is rapport-building small talk for?
A: To humanize the other party and establish trust.

Q: What is a power move?
A: A behavior asserting dominance, like arriving late or choosing seating.

Q: What is the seating choice's impact?
A: Side-by-side suggests collaboration; across implies opposition.

Q: What is high-low offer?
A: Opening with an aggressive price to anchor and leave room.

Q: What is bracketing?
A: Counter-offering with an extreme on the other side so the midpoint is your target.

Q: What is "splitting the difference"?
A: Meeting halfway; convenient but not always optimal.

Q: Why is splitting the difference often bad advice (per Voss)?
A: It can feel fair but may leave value unrealized and creates compromise habits.

Q: What is the importance of a deadline?
A: Deadlines create urgency; revealing yours weakens your position.

Q: What is a manufactured deadline?
A: A false time pressure to push the other side.

Q: What is the Ackerman model (Voss)?
A: A bargaining plan starting at 65% of target, then 85%, 95%, 100%.

Q: What is the importance of "no"?
A: "No" starts negotiation, gives the other party a sense of control, and clarifies issues.

Q: What is "that's right" (Voss)?
A: A verbal cue indicating you understand the other side; powerful for agreement.

Q: Why is "you're right" weaker than "that's right"?
A: "You're right" can be dismissive; "that's right" indicates genuine alignment.

Q: What is the late-night DJ voice?
A: A calm, slow, downward-inflected voice projecting authority.

Q: What is the assertive voice?
A: Direct but should be used sparingly to avoid backlash.

Q: What is the positive/playful voice?
A: The default voice, encouraging cooperation.

Q: What is the prisoner's dilemma in negotiation?
A: A scenario where mutual cooperation yields better results than mutual defection but individual incentives encourage defection.

Q: What is tit-for-tat?
A: A strategy: start cooperative, then mirror the other's last move.

Q: What is the importance of trust?
A: Trust enables creative deals and reduces transaction costs.

Q: How do you build trust?
A: Consistent behavior, transparency, keeping promises, fairness.

Q: What is integrative bargaining example?
A: Trading lower price for longer contract terms — different priorities satisfied.

Q: What is positional bargaining?
A: Focusing on stated positions and trading concessions; often inefficient.

Q: What is the value-creation phase?
A: Exploring options and trades that expand mutual gain.

Q: What is the value-claiming phase?
A: Dividing the gains; can be contentious.

Q: What is shadow negotiation (Kolb)?
A: The implicit power and identity dynamics underlying explicit talks.

Q: What is the "name it to tame it" principle?
A: Labeling emotions reduces their grip.

Q: What is amygdala hijack?
A: When strong emotion overrides rational thinking.

Q: What is the cooling-off period?
A: A pause to reduce emotional reactivity before continuing.

Q: What is the difference between persuasion and manipulation?
A: Persuasion respects autonomy and uses honest appeals; manipulation exploits and deceives.

Q: What is ethical negotiation?
A: Negotiation based on honesty, fairness, and respect.

Q: What is hard bargaining?
A: Aggressive tactics aimed at maximum gain, often at relationship cost.

Q: What is soft bargaining?
A: Conciliatory approach prioritizing relationship over outcome.

Q: What is the Harvard model's middle ground?
A: Principled negotiation: firm on interests, soft on people.

Q: What is the value of relationships?
A: Long-term relationships enable repeated, larger value creation.

Q: What is reputation's role?
A: A reputation for fairness gets you better future deals.

Q: What is the curse of winning?
A: Winning by a lot can damage relationships and future deals.

Q: What is the importance of confirming agreements?
A: Write down terms; ambiguity breeds disputes.

Q: What are the components of a negotiation agreement?
A: Scope, terms, deliverables, deadlines, contingencies, signatures.

Q: What is closing the deal?
A: Reaching final agreement and signing.

Q: What is a trial close?
A: A test of readiness to commit ("Would you be ready to sign if we resolve X?").

Q: What is a hard close?
A: Direct push for commitment.

Q: What is the assumptive close?
A: Acting as if agreement is reached to move forward.

Q: What is the alternative close?
A: Offering two options as if a "yes" is implicit ("Would you prefer A or B?").

Q: What is silence after asking?
A: A close tactic: ask for the order, then wait quietly.

Q: What is the "feel, felt, found" technique?
A: "I understand how you feel; others have felt the same; what they found is…"

Q: What is the FBI hostage negotiation approach?
A: Empathy first, build rapport, slow tactical communication, change behavior, then influence.

Q: What does FBI's behavioral change stairway model include?
A: Active listening → empathy → rapport → influence → behavioral change.

Q: What is a counteroffer?
A: A response that modifies a previous offer.

Q: What is the order of concessions?
A: Smaller and decreasing concessions signal nearing your limit.

Q: What is the importance of asking?
A: Most people don't ask; just asking yields more than half the wins.

Q: What is the just-noticeable difference?
A: The smallest change perceivable; useful for incremental concessions.

Q: What is "the flinch" again?
A: A visible reaction to an offer signaling shock.

Q: What is leverage?
A: Anything that gives you power: information, alternatives, urgency, allies.

Q: What is positive leverage?
A: Things you can give the other party that they want.

Q: What is negative leverage?
A: Things you can take away that they fear losing.

Q: What is normative leverage?
A: Standards or principles the other side accepts that favor your position.

Q: What is the importance of finding common standards?
A: Objective criteria reduce arbitrary haggling.

Q: What are objective criteria examples?
A: Market prices, expert opinion, industry norms, legal precedent.

Q: What is the importance of multiple options?
A: Generates creative deals and prevents impasses.

Q: What is brainstorming in negotiation?
A: Generating many options without judgment first.

Q: What is the trap of premature commitment?
A: Locking in too early forfeits opportunities to learn more.

Q: What is the trap of single answer?
A: Considering only one option limits value creation.

Q: What is the strategy of "yes, and"?
A: Acknowledging without rejecting and adding to build on ideas.

Q: What is interest-based bargaining?
A: Bargaining focused on underlying needs, not positions.

Q: What are 3 categories of interests?
A: Substantive (money/terms), procedural (process/respect), relationship.

Q: What is the role of fairness?
A: Fairness perceptions strongly influence acceptance, even of substantively good deals.

Q: What is the ultimatum game?
A: A game showing people reject unfair offers even at personal cost.

Q: What does the ultimatum game reveal about negotiation?
A: Pure rationality isn't enough; perceived fairness matters.

Q: What is the boulwarism tactic?
A: Making a "best and final" offer first; risky and can backfire.

Q: What is the bogey tactic?
A: Pretending an issue is important to trade it away later.

Q: What is the snow job?
A: Overwhelming the other side with information to confuse.

Q: What is missile diplomacy?
A: Aggressive opening tactics to set tone.

Q: What is win-win negotiation?
A: Outcomes where both parties improve their positions.

Q: What is lose-lose risk?
A: When breakdowns leave both worse off than the BATNAs.

Q: What is multi-party negotiation?
A: Negotiations with three or more parties; complicated by coalitions.

Q: What is coalition building?
A: Aligning with others to strengthen positions.

Q: What is a blocking coalition?
A: A group large enough to prevent agreement.

Q: What is a winning coalition?
A: A group large enough to dictate terms.

Q: What is the importance of perspective taking?
A: Considering the other side's view improves judgment and outcomes.

Q: What is the curse of knowledge?
A: Assuming others know what you know.

Q: What is the illusion of transparency?
A: Overestimating how clearly others read your intentions.

Q: What is preparation framework (3 P's)?
A: People, Position, Process — know who, what, and how.

Q: What are the 7 elements of negotiation (Harvard)?
A: Interests, options, alternatives, legitimacy, communication, relationship, commitment.

Q: What is legitimacy in negotiation?
A: Reference standards that justify proposals as fair.

Q: What is the importance of language?
A: Words shape perception ("investment" vs "cost").

Q: What is positive framing example?
A: "Half full" rather than "half empty."

Q: What is reframing?
A: Restating an issue to change its meaning.

Q: What is the meta-message?
A: What's communicated beyond words — tone, body, context.

Q: What is the importance of body language?
A: Body language conveys confidence, openness, or distrust.

Q: What signals confidence?
A: Open posture, eye contact, slow movements, even tone.

Q: What signals discomfort?
A: Closed posture, broken eye contact, fidgeting, rapid speech.

Q: What is power posing?
A: Adopting expansive postures to feel more confident (effect debated).

Q: What is the importance of dress and presentation?
A: Appearance affects credibility and authority perceptions.

Q: What is the influence of physical setting?
A: Home turf, comfort, room dynamics all shape outcomes.

Q: What is the venue's impact?
A: Familiar venue can give one party an advantage.

Q: What is anchoring on time?
A: Setting a strict timeline can pressure the other side.

Q: What is the cost of impasse?
A: Lost opportunity plus damaged relationships.

Q: What is a mediator?
A: A neutral third party who facilitates agreement.

Q: What is an arbitrator?
A: A neutral party who decides the outcome, binding the parties.

Q: What is the difference between mediation and arbitration?
A: Mediation is facilitative; arbitration is decisional.

Q: What is negotiation jujitsu?
A: Sidestepping attacks by reframing them as joint problems.

Q: What is the "going to the balcony" technique (Ury)?
A: Stepping back mentally to see the big picture in difficult moments.

Q: What is the "one-text" procedure?
A: A mediator develops a draft, each side suggests changes, until consensus.

Q: What is the importance of saying "let me think about that"?
A: Buying time to consult, reflect, or seek advice.

Q: What is the importance of authority?
A: Negotiators with full authority can close; limited authority can be a tactic.

Q: What is the limited authority gambit?
A: Claiming you need approval to escalate or delay.

Q: What is the higher authority technique?
A: Citing a boss or rule to deflect blame for not conceding.

Q: What is reverse auction?
A: Buyers competing to offer lowest prices.

Q: What is silent auction?
A: Bidders submit private bids; highest wins.

Q: What is a Dutch auction?
A: Price starts high and lowers until someone bids.

Q: What is the winner's curse?
A: Winning an auction by overpaying due to overestimation.

Q: What is decoy effect?
A: A third inferior option makes another option look better.

Q: What is BATNA enhancement?
A: Improving your alternatives before negotiating.

Q: What is the importance of testing assumptions?
A: Many breakdowns come from unverified assumptions.

Q: What is open vs hidden agendas?
A: Hidden agendas distort outcomes; openness builds trust.

Q: What is communication style flexibility?
A: Adapting tone and approach to the other party's preferences.

Q: What is cross-cultural negotiation challenge?
A: Different norms around directness, hierarchy, time, and relationships.

Q: What is high-context culture?
A: Communication relies on context, indirect cues (e.g., Japan).

Q: What is low-context culture?
A: Communication is direct and explicit (e.g., USA, Germany).

Q: What is the importance of preparation across cultures?
A: Knowing norms prevents missteps and signals respect.

Q: What is the role of patience in Asian negotiations?
A: Relationships often build over many meetings before substance.

Q: What is the long-term view?
A: Prioritizing repeated mutual gain over single-deal wins.

Q: What is the role of trust-building meals?
A: Building rapport over shared food fosters openness.

Q: What is exit strategy?
A: A planned way to leave without burning bridges.

Q: What is preserving the relationship?
A: Even in difficult talks, maintaining respect protects future opportunities.

Q: What is the "no deal" outcome?
A: When walking away leaves you better off than a bad deal.

Q: What is the importance of internal alignment?
A: Within a team, alignment prevents the other side from playing members off each other.

Q: What is "negotiation as decision-making"?
A: Treat each move as a choice with explicit options and trade-offs.

Q: What is the dual-concern model?
A: Two dimensions: concern for self and concern for other; produces 5 styles.

Q: What are the 5 negotiation styles (Thomas-Kilmann)?
A: Competing, collaborating, compromising, avoiding, accommodating.

Q: When is competing appropriate?
A: Quick decisions, vital issues, when assertiveness is needed.

Q: When is collaborating best?
A: Important issues with relationship value and time to invest.

Q: When is compromising okay?
A: When time is short and goals are moderate.

Q: When is avoiding appropriate?
A: Trivial issues or when emotions need to cool.

Q: When is accommodating useful?
A: When the issue matters more to others or to build goodwill.

Q: What is selfless persuasion?
A: Helping the other party feel good and look good; often most powerful.

Q: What is the "give-take" rhythm?
A: Alternating concessions and demands.

Q: What is the importance of follow-up?
A: Confirming details after the meeting prevents misunderstandings.

Q: What is journaling negotiation lessons?
A: Recording what worked and what didn't to improve over time.

Q: What is the importance of practice?
A: Like any skill, negotiation improves with deliberate practice.

Q: What is the role of role-play?
A: Rehearsing scenarios builds fluency and resilience.

Q: What is a debrief after a negotiation?
A: Reviewing performance, decisions, and outcomes to learn.

Q: What is the meta-skill of self-awareness?
A: Knowing your triggers and biases improves performance.

Q: What is the role of confidence?
A: Confidence signals competence and assurance, influencing outcomes.

Q: What is the role of curiosity?
A: Curiosity uncovers interests, options, and relationships.

Q: What is curiosity-based questioning?
A: Asking with genuine interest, not just to gather ammunition.

Q: What is the importance of humility?
A: Humility leaves room to learn and to adapt.

Q: What is the courage to ask for what you want?
A: A core determinant of negotiation success.

Q: What is "ask big, justify hard"?
A: Strong opening backed by strong reasoning.

Q: What is the role of rationale?
A: Reasons make demands more acceptable.

Q: What is "because" magic word (Langer experiment)?
A: Even weak reasons increase compliance ("Can I use the copier because…").

Q: What is the law of cognitive ease?
A: Familiar, easy-to-process information is more persuasive.

Q: What is repetition's role?
A: Repeated exposure increases acceptance (mere exposure effect).

Q: What is the rule of three?
A: Three reasons or examples is the most persuasive pattern.

Q: What is the picture superiority effect?
A: Visual information persuades more than text alone.

Q: What is storytelling's power?
A: Stories engage emotion and memory, making messages stickier.

Q: What is a hero's journey in persuasion?
A: Casting the listener as the hero of a transformation.

Q: What is testimonial?
A: A satisfied customer's account; powerful social proof.

Q: What is the credibility-trust framework?
A: Credibility = competence + trustworthiness; both must be conveyed.

Q: What is the ethos-pathos-logos model?
A: Aristotle's: character, emotion, logic — the three appeals of persuasion.

Q: What is logos?
A: Appeal to logic and reason.

Q: What is pathos?
A: Appeal to emotion.

Q: What is ethos?
A: Appeal to credibility/character.

Q: Why use all three?
A: Different audiences respond to different appeals; combining is strongest.

Q: What is the "if/then" framing?
A: Conditional offers structure compromise ("If you accept X, then we'll do Y").

Q: What is the brackets technique?
A: Counter with a higher and lower number to define a range.

Q: What is using time strategically?
A: Waiting, pausing, or applying deadlines changes power dynamics.

Q: What is the role of preparation for objections?
A: Anticipating objections lets you address them preemptively.

Q: What is feel-felt-found method?
A: Acknowledge feeling, share that others felt similar, share what was found.

Q: What is the "yes ladder"?
A: A series of small agreements building to a bigger yes.

Q: What is the assumptive ask?
A: Phrasing requests as if agreement is expected.

Q: What is the importance of clarity?
A: Ambiguity breeds disputes; clarity creates trust and execution.

Q: What is the difference between hearing and listening?
A: Hearing is passive; listening is active comprehension.

Q: What is "loud listening"?
A: Demonstrating you've heard by paraphrasing or asking follow-ups.

Q: What is the importance of taking notes?
A: Notes show care, capture detail, and create commitment.

Q: What is the long game's payoff?
A: Sustained negotiation skill compounds into greater wealth, influence, and relationships.