Negotiation Strategies: Understanding Avoiding Strategy
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Questions and Answers

Which of the following is a reason why one might choose an avoiding negotiation strategy?

  • The negotiator wants to actively pursue both the relationship and the outcome
  • The negotiator's needs can be met without negotiating
  • The negotiation is seen as a waste of time or not worth pursuing (correct)
  • The outcome has high value and the relationship is important

    • What does the text say is the 'nickname' for the avoiding negotiation strategy?

  • Relationship development
  • Outcome focus
  • Active pursuit
  • Lose-lose (correct)

    • Which of the following is a reason why the avoiding negotiation strategy is not necessarily a 'loss'?

  • Negotiations are always costly in time, money, and relationships
  • The avoiding strategy is used frequently in most negotiations
  • The avoiding strategy is an active choice, not necessarily a 'loss' on the relationship or outcome (correct)
  • The outcome and relationship are not important enough to develop through negotiation

    • What does the text say is the reason why we tend to refer to the avoiding strategy as a 'loss'?

    <p>Because we tend to refer to the more active pursuits of relationship and outcomes as 'winning'</p> Signup and view all the answers

    Which of the following is a reason why a person might choose the avoiding negotiation strategy?

    <p>The person believes the negotiation is not worth the time and effort</p> Signup and view all the answers

    What is the primary reason the party may choose an avoiding strategy in a negotiation?

    <p>They believe the costs outweigh the importance of the relationship or outcome</p> Signup and view all the answers

    What is the primary reason an accommodating strategy may be used in a negotiation?

    <p>The party wants to focus on building or strengthening the relationship</p> Signup and view all the answers

    How might an employee use an accommodating strategy in a negotiation with their manager?

    <p>By refusing to negotiate for a salary increase at their 3-month review</p> Signup and view all the answers

    What is a potential downside of using an avoiding strategy in a negotiation?

    <p>It may have a negative effect on the relationship</p> Signup and view all the answers

    When might a party choose to use a more 'moderate' form of the avoiding strategy?

    <p>When the outcome is unimportant but they want to avoid angering the other party</p> Signup and view all the answers

    How does the passage suggest a party might switch from an avoiding strategy to an accommodating strategy in a negotiation?

    <p>By prioritizing the relationship over the outcome of the negotiation</p> Signup and view all the answers

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