Test

1. What is negotiation primarily focused on?

• 1. a. Avoiding compromise

• 1. b. Achieving the best outcome

1. What are the keys to a successful negotiation?

• 1. a. Argument and confrontation

• 1. b. Fairness and mutual benefit

3. Why is negotiation important in resolving conflicts?

• 3. a. To encourage arguments

• 3. b. To reach agreements and avoid dissatisfaction

5. What are the three main approaches related to negotiation mentioned in the text?

• 5. a. Mediation, arbitration, litigation

•  b. Distributive, integrative, cooperative

6. What characterizes a distributive negotiation?

• a. A focus on creating value and expanding the pie

• 6. b. A fixed pie and a finite amount to distribute

7. What is the primary goal of integrative negotiation?

• 7. a. To maintain a competitive stance

• 7. b. To join forces and create mutual gain

8. What are the three basic elements of negotiation mentioned in the text?

• 8. a. Strategy, process, tactics

• 8. b. Process, behavior, substance

9. What is the main focus of the advocate's approach in negotiation?

• 9. a. Achieving outcomes that both parties desire

• 9. b. Obtaining the most favorable outcomes for one party while keeping negotiations intact