Negotiation and Mediation - Study 5

Question 1

The result in one party losing and the other one winning. It tends to be adversarial, and it is the traditional model used in litigation.

Answer 1

Rights-based negotiation

Question 2

It stresses cooperation between parties. Each party is expected to make concessions to the other in an effort to acknowledge the needs of both parties. It tends to be less disruptive, and it is most closely associated with mediation.

Answer 2

Interest-based negotiation