Negotiation Strategies
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Questions and Answers

What type of negotiation aims to build a long-lasting relationship between both parties?

  • Integrative (correct)
  • Deals
  • Distributive
  • Dispute Resolution

What is the primary goal of dispute resolution negotiation?

  • To resolve the dispute quickly
  • To get the best position possible for one party
  • To build a long-lasting relationship
  • To get the best result for both parties (correct)

What is the focus of distributive negotiation?

  • To build a long-lasting relationship
  • To have only one winner (correct)
  • To resolve the dispute quickly
  • To get the best result for both parties

What is the key aspect of the 'position' concept in negotiation?

<p>Having power in the negotiation (C)</p> Signup and view all the answers

What is the primary goal of the 'perspective' concept in negotiation?

<p>To be empathetic (A)</p> Signup and view all the answers

What should you do if the other person has the power in a negotiation?

<p>Find out what you have that they need (C)</p> Signup and view all the answers

When negotiating with Thinkers, what is crucial to ensure?

<p>To provide clear and logical options (D)</p> Signup and view all the answers

What is characteristic of Intuitors in a negotiation?

<p>They are creative and enthusiastic (A)</p> Signup and view all the answers

What is the first step in getting ready for a negotiation?

<p>Preparation: What do you need to know? (B)</p> Signup and view all the answers

What should you avoid doing when negotiating with Intuitors?

<p>Shutting them down too soon (D)</p> Signup and view all the answers

What is important to allow when working with Thinkers?

<p>More time for reflection and consideration (B)</p> Signup and view all the answers

What is the purpose of the fifth step in getting ready for a negotiation?

<p>To focus on the main objective (A)</p> Signup and view all the answers

What is the fundamental aspect of negotiation that ensures effective communication?

<p>Understanding interests vs positions (C)</p> Signup and view all the answers

Which negotiation style prioritizes relationships and agreement over own goals?

<p>Accommodating (C)</p> Signup and view all the answers

What is the primary goal of a competitive negotiator?

<p>Winning the negotiation (D)</p> Signup and view all the answers

When should a healthcare professional use a collaborative negotiation style?

<p>In long-term agreements and interdisciplinary team discussions (A)</p> Signup and view all the answers

What is a potential risk of using an accommodating negotiation style?

<p>Neglecting own needs or goals (D)</p> Signup and view all the answers

What is a characteristic of a 'Sensor' negotiator?

<p>They are decisive and results-oriented (A)</p> Signup and view all the answers

When should a healthcare professional use an avoiding negotiation style?

<p>When issues are trivial or more information is needed (C)</p> Signup and view all the answers

What is a benefit of using a collaborative negotiation style?

<p>Building trust and fostering creative solutions (C)</p> Signup and view all the answers

What is a characteristic of a 'Feeler' negotiator?

<p>They prioritize building relationships and avoiding conflict (C)</p> Signup and view all the answers

What is the primary goal of negotiation in healthcare?

<p>Building trust with patients and colleagues (D)</p> Signup and view all the answers

What is the primary goal of integrative negotiation?

<p>To build a long-lasting relationship between both parties (C)</p> Signup and view all the answers

What should you consider when you have a position of power in a negotiation?

<p>How to use that power to achieve a win-win outcome (B)</p> Signup and view all the answers

What is the focus of the 'perspective' concept in negotiation?

<p>Empathizing with the other party's goals and needs (C)</p> Signup and view all the answers

What type of negotiation involves arbitration?

<p>Dispute resolution negotiation (B)</p> Signup and view all the answers

What is the primary goal of deal-making negotiation?

<p>To achieve a win-win outcome for both parties (C)</p> Signup and view all the answers

What should you ask yourself when the other party has the power in a negotiation?

<p>What do I have that they need? (A)</p> Signup and view all the answers

What is the primary goal of a collaborative negotiation style?

<p>To reach a mutually beneficial agreement (D)</p> Signup and view all the answers

In what type of situation is a competitive negotiation style most suitable?

<p>Emergency decision-making (B)</p> Signup and view all the answers

What is a characteristic of effective communication in healthcare negotiation?

<p>Tailoring messages for different audiences (A)</p> Signup and view all the answers

What is the primary goal of problem-solving and decision-making in healthcare negotiation?

<p>To balance clinical and personal patient needs (C)</p> Signup and view all the answers

What is a potential risk of using a compromising negotiation style?

<p>It may not completely satisfy either party (D)</p> Signup and view all the answers

What is essential to consider when negotiating with Feelers?

<p>They are concerned with feelings (B)</p> Signup and view all the answers

What is the primary goal of active listening in healthcare negotiation?

<p>To build trust with patients and colleagues (B)</p> Signup and view all the answers

In what type of situation is an accommodating negotiation style most suitable?

<p>When maintaining harmony in teams (B)</p> Signup and view all the answers

What is a characteristic of Sensors in a negotiation?

<p>They are results-oriented and mission-focused (B)</p> Signup and view all the answers

What is essential to understand before trying to solve a problem in healthcare negotiation?

<p>The problem itself (A)</p> Signup and view all the answers

What is the key to achieving success in a negotiation with a Sensor?

<p>Being clear about what you're trying to achieve (B)</p> Signup and view all the answers

Why is it crucial to allow more time when working with Thinkers?

<p>They need time to reflect on the negotiation (D)</p> Signup and view all the answers

What is a characteristic of Intuitors in a negotiation?

<p>They are highly enthusiastic and creative (C)</p> Signup and view all the answers

What is the second step in getting ready for a negotiation?

<p>Step out of your world view (D)</p> Signup and view all the answers

What is essential to ensure when negotiating with Thinkers?

<p>Providing options that are logical, organized, and clear (D)</p> Signup and view all the answers

What is the primary goal when preparing for a negotiation?

<p>To clearly define what you want to achieve (C)</p> Signup and view all the answers

What is the main difference between distributive and integrative negotiation?

<p>Distributive aims for a win-lose outcome, while integrative aims for a win-win outcome. (D)</p> Signup and view all the answers

What is the focus of the 'position' concept in negotiation?

<p>To determine who has the power in the negotiation. (C)</p> Signup and view all the answers

What is the primary goal of dispute resolution negotiation?

<p>To resolve a dispute through arbitration. (C)</p> Signup and view all the answers

What is essential to consider when holding a position of power in a negotiation?

<p>To think carefully about how you use your power. (D)</p> Signup and view all the answers

What is the primary goal of integrative negotiation?

<p>To build a long-lasting relationship between both parties. (B)</p> Signup and view all the answers

What is the focus of the 'perspective' concept in negotiation?

<p>To understand the other person's goals and interests. (A)</p> Signup and view all the answers

What is the primary goal of negotiation in healthcare?

<p>To identify and manage conflicts (A)</p> Signup and view all the answers

What is a characteristic of a collaborative negotiation style?

<p>High assertiveness and high cooperation (B)</p> Signup and view all the answers

What is the primary goal of problem-solving and decision-making in healthcare negotiation?

<p>To balance clinical and personal patient needs (D)</p> Signup and view all the answers

What is essential to understand before trying to solve a problem in healthcare negotiation?

<p>The problem itself (A)</p> Signup and view all the answers

What is a benefit of using a collaborative negotiation style?

<p>It can build trust and foster creative solutions (A)</p> Signup and view all the answers

What is a characteristic of Sensors in a negotiation?

<p>They are results-oriented and decisive (B)</p> Signup and view all the answers

What is the primary goal of active listening in healthcare negotiation?

<p>To build trust with patients and colleagues (C)</p> Signup and view all the answers

What is a characteristic of effective communication in healthcare negotiation?

<p>It is verbal and non-verbal, tailored to different audiences (A)</p> Signup and view all the answers

What is important to consider when dealing with Sensors in a negotiation?

<p>The clarity of the deal and the problem to be solved (B)</p> Signup and view all the answers

Why is it crucial to build in extra time when negotiating with Intuitors?

<p>Because they get sidetracked by their ideas (D)</p> Signup and view all the answers

What is the key aspect of the 'position' concept in negotiation?

<p>It is focused on interests rather than positions (D)</p> Signup and view all the answers

What is the purpose of adapting negotiation styles to situations in healthcare?

<p>To respond to different contexts, stakeholders, and desired outcomes (D)</p> Signup and view all the answers

What is important to consider when working with Thinkers?

<p>The clarity and logic of the deal (A)</p> Signup and view all the answers

What is the first step in getting ready for a negotiation?

<p>Preparation: What do you need to know? (C)</p> Signup and view all the answers

What is essential to achieve effective negotiation?

<p>Clear goals and preparation (C)</p> Signup and view all the answers

What is important to remember when dealing with Thinkers and Intuitors?

<p>They have different approaches that need to be considered (B)</p> Signup and view all the answers

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