W1-S2 1.2. Elements of negotiation: goals, interests, ranges, BA

Open Ended

Give an example of substantive objectives

Open Ended

Give an example of intangible goals

Open Ended

Gives an example of procedural objectives

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Multiple Choice

I lose, you win what kind of strategy is it?

• Competition

• Accommodation

• Collaboration

• Distributive

Multiple Choice

Is the spread between the resistance points?

• ZOPA

• BATNA

• Target point

Multiple Choice

Refers to the overall plan to achieve one's own goals in a negotiation.

• Tactic

• Objective

• Strategy

• Planning