S2. Elements of negotiation

Which of the following is an example of a substantive goal?

• money

• winning

• tting a settlement at any cost

• shaping the agenda

Which of the following is an example of an intangible goal?

• shaping the agenda

• having a voice at the table

• winning

• money

Which of the following is an example of a procedural goal?

• shaping the agenda

• getting a settlement at any cost

• money

• winning

Which of the following statements is not a direct effect of goals on negotiation?

• Wishes are not goals, especially in negotiation.

• A negotiator’s goals are always linked to the other party’s goals.

• There are limits to what realistic goals can be.

• Effective goals must be concrete, specific, and measurable.

Which of the following situations may require a negotiator to develop a long-range plan for goal attainment?

• when goals are simple and direct

• when the other party shares your attitude towards the goals

• when the negotiation goals are difficult or complex

• when progress is needed quickly

Knowing your ________ is absolutely the first and most important step in developing a strategy and executing a negotiation.

• goal

• interests

• BATNA

• strategy

An example of a procedural goal might be shaping the agenda or simply having a voice at the table.

• True

• False

Examples of a substantive goal are winning, beating the other party, or getting a settlement at any cost.

• True

• False

Linkage between two parties’ goals defines an issue to be settled and is often the source of conflict.

• True

• False

Difficult negotiation goals, ones requiring a substantial change in the other party’s attitude, may require you to develop a short-term plan for goal attainment.

• True

• False