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Negotiation Strategy: Key Factors and Types

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Negotiation Strategy: Key Factors and Types

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Questions and Answers

What should direct the selection of the optimal negotiation strategy?

The negotiator's communication skills

The negotiator's preference for outcome only

The negotiator's intuition

The negotiator's combination of concerns for relationship and outcome (correct)

Why is it crucial for both parties to agree on the negotiation rules?

To maintain a power imbalance

To ensure a good outcome for both parties (correct)

To confuse the other party

To assert dominance

What can influence the negotiation process according to the text?

The negotiator's nationality

The interaction of the two parties' choices (correct)

The negotiator's gender

The negotiator's attire

Why should negotiators consider sharing their strategic negotiating model with the other party?

To enhance the chances of a good outcome Signup and view all the answers

What does determining the importance of past and future relationships with the other party involve?

Assessing how well the two parties worked together in the past and future expectations Signup and view all the answers

In selecting a negotiation strategy, what should negotiators prioritize according to the text?

Balancing concerns for relationship and outcome Signup and view all the answers

What are some factors that affect the importance of the relationship between two negotiating parties?

Whether the relationship is positive or negative, the level of commitment, and the degree of interdependence Signup and view all the answers

How does a congenial relationship between negotiating parties impact the negotiation process?

It may lead to avoiding escalation of emotions to maintain the congeniality Signup and view all the answers

What is one factor that determines if a negotiator may want to lower the emotional level in negotiations?

The history of hostility in the relationship with the other party Signup and view all the answers

How do outcome concerns influence negotiating strategy?

They indicate whether achieving a good outcome is important to the negotiator Signup and view all the answers

In what scenario would a negotiator be more inclined to prioritize maintaining a good relationship over negotiating a good price?

When buying a car from a family member Signup and view all the answers

What does the level of commitment to a relationship between negotiating parties indicate?

The strength of the bond and willingness to work together in the future Signup and view all the answers