Chapter 2 - Negotiation

The outcome of distributive negotiation is____

• Lose - Lose

• Win - Lose

• Win - Win

• None

Which of these is not another name of integrative negotiation?

• Collaborative

• Principled

• Interest based

• Competitive

Which of these is not a part of integrative negotiation?

• Problem identification

• Surface interests and needs

• Generating and evaluation of alternatives

• None

Transaction analysis was introduced by____

• Peter drucker

• Eric berne

• Myers and Briggs

• FW Taylor

This ego is 'felt' concept of life

• Parent

• Adult

• Child

• All of them

Mediator has power to impose a decision

• True

• False

A procedure in which the parties submit their dispute to one or more chosen arbitrators, for a binding and final decision

• Mediation

• Arbitration

Mediation : Collaborative :: Arbitration : ________