Ch 2

Question 1

Explain in details the Compete negotiation style your
answer should include when to use, the pitfalls & the
defences.

Answer 1

Pursue their own needs and give little to others.
▪ When to use: when you have a clear advantage
▪ Piftalls: can lead to deadlock as it is easy to prepare for.
▪ Defense: don’t cave in

Question 2

Explain in details the Accommodate negotiation style your
answer should include when to use, the pitfalls & the
defences

Answer 2

Accommodating negotiators believe that part of winning
people over is to give them what they want.

When to use: when you find yourself in a weak position losing is the only option.
▪ Pitfalls: giving away value too early can give you little to offer later.
▪ Defense: beware of gifts as they may have strings attached.

Question 3

Avoid (lose – lose)

Answer 3

When to use: when the value of not negotiating is better than investing time.
▪ Pitfalls: avoiding negotiations may signal that you’re uninterested.
▪ Defense: if your partner is avoiding you, consider escalating to a higher level of authority.

Question 4

Compromise (lose/win some – lose/win some)

Answer 4

When to use: when pushed for time and have a good relationship with eachother.
▪ Pitfalls: not prepared and just winging it.
▪ Defense: counter extreme opening position to bring them back to reality.

Question 5

Collaborate (win – win)

Answer 5

▪ When to use: when the value at risk is substantial and the relationship is long term.
▪ Pitfalls: its dangerous to collab with a party that doesnt reciprocate the same level of info.
▪ Defense: your time is valuable so be careful who you collab with.

Question 6

Negotiation strategy:

Answer 6

prepare approach of plan of action to achieve a goal.

Question 7

Negotiation behavior matrix:

Answer 7

used to develop negotiation strategies
▪ Advance interesss or goals (assertiveness)
▪ Represents the competing pressure (cooperation)

Question 8

Areas in which people differ:

Answer 8

▪ Positive beliefs about negotation: comfort with skills and the benefits that can improve.
▪ Conflict style: looking to collab rather than compete and ethical tendencies.
▪ Intelligence and creativity: as measured by diagnostic tests.
▪ Personality Traits: self-concept, self awareness and self-esteem.

Question 9

Self-concept

Answer 9

Consists of your feelings about strength, weakness, abilities and limitations.
· Developed from:
1. Images of what others have and reveal to you.
2. Comparisions that you make between yourself and others.
3. Cultures/norms/traditions athat you’re brought up with.
4. Way you interpret and evaluate your thoughts & behavior.

Question 10

◇ Self Awareness:

Answer 10

Open self: name, skin, gender, age
· Blind self: habits, gestures, body language
· Hidden self: financial problems, family problems
· Unknown self: neither you or others know.

Question 11

3- Self Esteem

Answer 11

It is a measure of how valuable you think you are, as if you have high
self-esteem you think highly of yourself and vice versa