End of Chapter 9 Questions and Answers

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

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

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