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Competitive Strategy in Negotiation

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Questions and Answers

What is a characteristic of a win-lose scenario?

One party exceeds their target range while the other falls below. (correct)
Both parties are aware of their best alternative options.
Both parties walk away with a desirable outcome.
Both parties achieve their desired goals.

What can contribute to a win-lose situation?

Coercion and asymmetric information. (correct)
Awareness of best alternative options.
Fairness and mutual understanding.
Trust and open communication.

What is the primary goal of a win-lose strategy?

To secure the best scenario for one side. (correct)
To benefit all parties involved.
To compromise and find a middle ground.
To achieve a fair outcome for both parties.

What is an example of a win-lose outcome?

A buyer negotiates a significant price reduction from a supplier. (D) Signup and view all the answers

What is the main difference between a win-lose and win-win strategy?

The focus on fairness and mutual benefit. (C) Signup and view all the answers

What is the best outcome in the classic prisoner's dilemma?

Both sides cooperate and are set free (C) Signup and view all the answers

What is a major drawback of using a competitive strategy in negotiation?

It can lead to a damaged relationship and loss of goodwill (D) Signup and view all the answers

What is a characteristic of people who use a competitive strategy in negotiation?

They believe that they obtained the best that they could (B) Signup and view all the answers

What can be a result of underestimating the other party in a competitive situation?

You are more likely to lose (B) Signup and view all the answers

What is an important step before selecting a negotiation strategy?

Thoroughly investigating the issues and understanding the other party's strategy (D) Signup and view all the answers