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</p> Signup and view all the answers

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

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

    When negotiating with Thinkers, what is crucial to ensure?

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

    What is characteristic of Intuitors in a negotiation?

    <p>They are creative and enthusiastic</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?</p> Signup and view all the answers

    What should you avoid doing when negotiating with Intuitors?

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

    What is important to allow when working with Thinkers?

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

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

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

    Which negotiation style prioritizes relationships and agreement over own goals?

    <p>Accommodating</p> Signup and view all the answers

    What is the primary goal of a competitive negotiator?

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

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

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

    What is a characteristic of a 'Sensor' negotiator?

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

    What is a benefit of using a collaborative negotiation style?

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

    What is a characteristic of a 'Feeler' negotiator?

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

    What is the primary goal of negotiation in healthcare?

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

    What type of negotiation involves arbitration?

    <p>Dispute resolution negotiation</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</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?</p> Signup and view all the answers

    What is the primary goal of a collaborative negotiation style?

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

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

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

    What is a characteristic of effective communication in healthcare negotiation?

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

    What is essential to consider when negotiating with Feelers?

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

    What is a characteristic of Sensors in a negotiation?

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

    What is a characteristic of Intuitors in a negotiation?

    <p>They are highly enthusiastic and creative</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</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</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</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.</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.</p> Signup and view all the answers

    What is the primary goal of dispute resolution negotiation?

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

    What is the primary goal of negotiation in healthcare?

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

    What is a characteristic of a collaborative negotiation style?

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

    What is a characteristic of Sensors in a negotiation?

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

    What is important to consider when working with Thinkers?

    <p>The clarity and logic of the deal</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?</p> Signup and view all the answers

    What is essential to achieve effective negotiation?

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

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