Module 2

Question 1

How to make better deals?

Answer 1

The ability to understand yourself makes better deals

Question 2

Dual Concerns Model

Answer 2

• How much concern do we have for our own substantive outcomes in the negotiations?
• How much concern do I have for the other party getting their outcomes?

Question 3

Competitors

Answer 3

Low concern about the other side and high concern about our own outcomes. (Concerned With Winning)

Question 4

Avoiders

Answer 4

Low concern about our outcomes as well as the other side’s outcomes;
“retreating,” “silence,” “doing nothing.”

Question 5

Accommodating

Answer 5

Low concern about our outcomes and high concern about the other person’s outcomes. (Concern with Good Relationships)

Question 6

Problem Solving

Answer 6

High concern about our outcomes and as well as the outcomes of the other side. (Collaboration)

Question 7

Compromising

Answer 7

a moderate effort to pursue one’s own outcomes and a moderate effort to help the other party achieve his/her own outcomes.

Question 8

Beyond Style to Effectiveness

Answer 8

Effectiveness is as much a matter of attitude as it is ability.”

Question 9

How to improve Effectiveness

Answer 9

1. Willingness to prepare
2. High expectations
3. The patience to listen
4. A commitment to personal integrity

Question 10

Role of Assumptions

Answer 10

Negotiators make assumptions about how the other negotiator will behave based on a variety of criteria (e.g., past interactions, stereotypes).

Question 11

Stereotype

Answer 11

can be thought of as the statistical average of a group’s
tendencies applied to an individual from that group.

Question 12

Self-fulfilling Prophecy

Answer 12

for negotiation- an effective negotiator treats assumptions as hypotheses to be tested.

Question 13

Good rules of negotiations

Answer 13

• Don’t take the first offer, you’ll wonder if you could have done better and so will your opponent.