Negotiation Goals and Strategies
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Questions and Answers

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?

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

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

    <p>Concrete, specific, and measurable</p> Signup and view all the answers

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

    <p>To facilitate communication and understanding</p> Signup and view all the answers

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

    <p>They may detract from learning and skill mastery</p> Signup and view all the answers

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

    <p>To assemble the issues and define the combined list of issues</p> Signup and view all the answers

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

    <p>To be prepared for possible outcomes and compromises</p> Signup and view all the answers

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

    <p>Establishing the rules and procedures for negotiation</p> Signup and view all the answers

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