Chapter 4

Question 1

What has a direct and indirect effects on the negotiators strategy?

Answer 1

The goals that are set in the negotiation

Question 2

What makes up the direct effects?

Answer 2

1. wishes are not goals
2. goals are often linked to other party’s goals
3. there are limits to what goals can be
4. effective goals must be concrete/specific

Question 3

Strategy vs. Tactics

Answer 3

Strategy: the overall plan to achieve one’s goals in a negotiation

Tactics: short term, adaptive moves designed to enact or pursue broad strategies

Question 4

Accommodation, Competition, Collaboration

Answer 4

Accommodation: involves an imbalance of outcomes (I lose, you win)

Competition: distributive, win-lose bargaining

Collaboration: integrative, win-win negotiation