5 Questions
Positional bargaining can result in which of the following?
Damaged relationships and unwise agreements.
What do the authors propose as an alternative to positional bargaining?
Principled negotiation.
What is the primary disadvantage of positional bargaining?
It tends to lock parties into their positions.
Describe how positional bargaining could potentially harm the relationship between negotiating parties.
Explain the concept of principled negotiation and how it differs from positional bargaining.
Test your understanding of positional bargaining and its limitations, as well as the concept of principled negotiation and its benefits. Learn how to approach negotiations effectively and avoid harming relationships. Evaluate the pros and cons of different negotiation strategies and improve your negotiation skills.
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