Negotiation Goals and Strategies

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What is the difference between wants and goals in negotiation?

Wants are related to the other party's goals, while goals are independent of the other party's goals.

Wants are related to interests or needs, while goals are specific, focused targets. (correct)

Wants are specific, achievable targets, while goals are just fantasies.

Wants are unattainable, while goals must be achievable.

How do the goals of the two parties define an issue to be settled in negotiation?

The linkage between the two parties' goals creates harmony and agreement.

The linkage between the two parties' goals leads to the formation of new goals.

The linkage between the two parties' goals is often the source of conflict. (correct)

The linkage between the two parties' goals has no impact on the negotiation process.

In a negotiation scenario, what is the relationship between a car purchaser's goal and the dealer's goal?

They are completely independent of each other.

The linkage between the two parties' goals defines an issue to be settled and is often the source of conflict. (correct)

They have no relationship and do not impact the negotiation process.

The car purchaser's goal impacts the dealer's goal, but not vice versa.

Why must negotiation goals be attainable?

It ensures that goals are not just mere fantasies but can be realistically achieved. Signup and view all the answers

What are the characteristics of effective goals according to the text?

Concrete, specific, and measurable Signup and view all the answers

Why should negotiators strive for specific and measurable goals according to the text?

To facilitate communication and understanding Signup and view all the answers

What is a potential drawback of specific goals according to the text?

They may detract from learning and skill mastery Signup and view all the answers

What is the purpose of defining the bargaining mix in the planning process according to the text?

To assemble the issues and define the combined list of issues Signup and view all the answers

Why is it important to know your limits and alternatives in the planning process according to the text?

To be prepared for possible outcomes and compromises Signup and view all the answers

What does defining the protocol involve in the planning process according to the text?

Establishing the rules and procedures for negotiation Signup and view all the answers

Negotiation Goals and Strategies

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Questions and Answers

What is the difference between wants and goals in negotiation?

How do the goals of the two parties define an issue to be settled in negotiation?

In a negotiation scenario, what is the relationship between a car purchaser's goal and the dealer's goal?

Why must negotiation goals be attainable?

What are the characteristics of effective goals according to the text?

Why should negotiators strive for specific and measurable goals according to the text?

What is a potential drawback of specific goals according to the text?

What is the purpose of defining the bargaining mix in the planning process according to the text?

Why is it important to know your limits and alternatives in the planning process according to the text?

What does defining the protocol involve in the planning process according to the text?

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