| Focus on Strategic Interests | Maximize Legitimacy | Create Value by Being Firm but Flexible | Create a Clear Choice | Remain Unconditionally Constructive |
|---|---|---|---|---|
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What are core strategic interests?
Base decisions on both Accenture's and the client's core ______
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What are precepts,
benchmarks, or market criteria?
A common standard of fairness
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What is Zone of Possible Agreement?
Has the acronym ZOPA
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What is Best Alternative to a Negotiated Agreement
Acronym of BATNA
|
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What is negotiation?
A successful ______
must foster a sense of equity |
What is my BAFO (Best and Final Offer)?
2 beers for one chip, Mark. I cannot do any better.
|
What is team 5?
The team who presented this topic in an excellent way for the class
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What is Walk?
2 Clear Choices: Commercially Viable or Willing to __________?
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|
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What are opportunities?
Conflicting interests present _______ to learn more about the client.
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What are the Principles of Fairness?
Policies AP 110 and 1370 comprise these
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What is problemsolving process?
In negotiations, this is what a battle of wills should be turned into
|
What is profit?
Accenture's typical BATNA: Don't take a
significant risk of generating a loss; instead use resources to pursue deals more likely to generate ____________ |
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