Motivational Orientation in a Negotiation

The video tutorial explores the concept of orientation in negotiation, emphasizing how motivation shapes negotiation strategies. It discusses three primary motivational orientations: interest-based, rights-based, and power-based. Interest-based motivation focuses on achieving specific goals or interests, rights-based motivation is driven by a sense of entitlement or adherence to rules, and power-based motivation involves exerting influence or power over others. Understanding these motivations helps negotiators better their positions and achieve desired outcomes.

What is the primary reason individuals engage in negotiation?

• To follow rules

• To avoid conflict

• To better their position

• To maintain their current position

Interest-based motivation in negotiation focuses on:

• Achieving substantive or procedural interests

• Following legal rules

• Exerting power over others

• Maintaining status quo

Which type of motivation involves a belief in entitlement to a position or status?

• Interest-based

• Rights-based

• Power-based

• Cooperative-based

Power-based negotiation is characterized by:

• Seeking mutual benefits

• Following ethical rules

• Exerting influence to improve one's power

• Focusing on procedural interests

Which of the following is NOT a motivational orientation in negotiation?

• Rights-based

• Power-based

• Status-based

• Interest-based