Negotiation Goals and Strategies
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Questions and Answers

What is the first step in developing and executing a negotiation?

  • Understanding the other party's goals
  • Formulating appropriate goals (correct)
  • Creating a negotiation strategy
  • Identifying potential conflicts

    • What is the difference between wants and goals in negotiation?

  • Wants may be related to interests, while goals are specific and achievable targets (correct)
  • Wants are related to interests, while goals are not
  • Goals are fantasies, while wants are focused targets
  • Wants are specific, while goals are vague

    • How are the goals of the two parties involved in a negotiation related?

  • They define the issues to be settled (correct)
  • They generate conflict
  • They are completely unrelated
  • They have no impact on the negotiation process

    • What is an important characteristic of negotiation goals?

    <p>They must be attainable</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

    What impact can setting a learning goal have, according to the text?

    <p>It leads to higher performance than a specific goal or trying to do one's best</p> Signup and view all the answers

    What is the purpose of defining your interests in a negotiation?

    <p>To understand why you want what you want</p> Signup and view all the answers

    What is the meaning of setting targets and opening bids in the planning process of negotiation?

    <p>Target is the expected outcome while opening is where the negotiation starts</p> Signup and view all the answers

    Why is it important to analyze the other party in a negotiation?

    <p>To understand their motivations and presentation of arguments</p> Signup and view all the answers

    In the context of negotiation, what are the basic steps of the planning process according to the text?

    <p>Define issues, assemble issues, and define interests</p> Signup and view all the answers

    In the context of negotiation, why are wants not considered goals?

    <p>Wants are not specific and focused targets</p> Signup and view all the answers

    How are the goals of both parties involved in a negotiation typically linked?

    <p>The goals define the conflict</p> Signup and view all the answers

    What is the critical aspect of negotiation goals, as emphasized in the text?

    <p>The specificity and attainability of goals</p> Signup and view all the answers

    Why is it important to understand the direct and indirect effects of goals and strategies in negotiation?

    <p>To comprehend how goals influence decision-making and conflict</p> Signup and view all the answers

    What is the potential consequence of setting specific goals in negotiation, according to the text?

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

    In the negotiation planning process, what does defining the bargaining mix involve?

    <p>Identifying the combined list of issues to be negotiated</p> Signup and view all the answers

    What is an important consideration when setting objectives and opening bids in negotiation planning?

    <p>Identifying the outcome realistically expected</p> Signup and view all the answers

    What is the potential risk of thinking too short-term in negotiation, according to the text?

    <p>It may lead to unfavorable long-term outcomes</p> Signup and view all the answers

    What is an important reason for analyzing the other party in a negotiation, according to the text?

    <p>To understand what the other party wants</p> Signup and view all the answers

    Why is it important to define your interests in a negotiation, according to the text?

    <p>To understand what the other party wants</p> Signup and view all the answers

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