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Questions and Answers
What does the term 'substance' refer to in negotiation?
What does the term 'substance' refer to in negotiation?
- The tactics used by the parties
- The roles in the negotiation
- The communication between the parties
- What the parties negotiate over (correct)
What are the three basic elements of negotiation according to one view?
What are the three basic elements of negotiation according to one view?
- Strategy, process, and tools
- Process, behavior, and substance (correct)
- Tactics, roles, and stages
- Context, relationships, and options
Which element of negotiation comprises the top-level goals, including relationship and the final outcome?
Which element of negotiation comprises the top-level goals, including relationship and the final outcome?
- Process
- Strategy (correct)
- Tools
- Behavior
What does the term 'behavior' refer to in negotiation?
What does the term 'behavior' refer to in negotiation?
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What are considered as part of the process element in negotiation?
What are considered as part of the process element in negotiation?
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Study Notes
Substance in Negotiation
- Refers to the content or material of the negotiation, encompassing the issues and interests being discussed.
- Includes the specifics of the deal, such as terms, price, and conditions.
Basic Elements of Negotiation
- Three essential components are often acknowledged:
- Substance: The actual issues and content being negotiated.
- Process: The methods and strategies employed during the negotiation.
- Behavior: The interactions and attitudes exhibited by the parties involved.
Goals in Negotiation
- The top-level goals include both the relationship aspect and the desired final outcome.
- This element emphasizes the importance of long-term engagement and satisfaction beyond immediate deals.
Behavior in Negotiation
- Refers to the actions, communications, and emotional responses of the negotiators.
- Includes how parties interact with one another, manage conflicts, and build rapport.
Process Element in Negotiation
- Encompasses the approaches, strategies, and negotiation techniques utilized.
- Involves planning, tactics, and the sequence of steps taken to reach an agreement.
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Description
Test your understanding of negotiation skills and conflict resolution with this quiz on the essential elements of negotiation. Explore the process, behavior, and substance involved in negotiations and enhance your knowledge of effective negotiation strategies.
