{[ promptMessage ]}

Bookmark it

{[ promptMessage ]}

End of Chapter 9 Questions and Answers

End of Chapter 9 Questions and Answers - End of Chapter 9...

Info icon This preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
End of Chapter 9 Questions and Answers 1. Explain alternative names for win-lose negotiation. What are the presumptions inherent in this approach? Answer: Win-lose negotiation can also be called “military negotiation” or “power negotiation” This approach is based on the following premises: 1) Current deal is the most important and the only one to concentrate at present. Long-term considerations are not emphasized. 2) The opponent is an adversary and domination (market control) is necessary. 2. What are the assumptions within the win-win approach? What are alternative names? How can this approach backfire? Answer: The win-win approach to negotiation is also known as “principled negotiation”, “ally approach”, “mutual gains approach” and “cooperative method”. Assumptions made while using this approach are: 1) Future deals are as important or even more important than the current deal. 2) Each party is “logical” as defined by objective thinking patterns. 3) Interest-based bargaining is given preference over positional bargaining. 3. Which approach will most people use when they buy a car? Why does this make sense? Answer: Most people will use the “competitive approach” when they buy the car. The buyer knows what model and features of car he wants to purchase and the only issue that needs to be negotiated is price. The seller does not see same buyer purchasing cars in the near future (unless it is a corporate repeat account) and hence is not bothered that much about future deals. Hence the negotiation will often be “adversarial”.
Image of page 1

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern