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Lesson 01: Negotiation Overview

Check for Understanding

Self-Check Activity


Directions: On the right hand side, you will find the term and a letter associated with it. On the left hand side, you will see a fill-in-the-box and the definition associated with it. Match the term and definition by typing in the correct letter into the fill-in-the-box.

 

  • A. Distributive Negotiation
  • B. Dual Concerns Model: Compromising
  • C. Dual Concerns Model: Contending
  • D. Dual Concerns Model: Inaction
  • E. Dual Concerns Model: Problem Solving
  • F. Dual Concerns Model: Yielding
  • G. Integrative Negotiation

 

Solution
Distributive Negotiation
This type of negotiation is also known as zero sum, win-lose, fixed sum or competitive. People who use this type of negotiation tend to hide information.
Dual Concerns Model: Compromising
If you have a moderate concern for your outcomes as well as the other’s.
Dual Concerns Model: Contending
This is a situation characterized by the expression, “I win and you lose.”
Dual Concerns Model: Inaction
Your outcomes and the other person’s outcomes are of no importance and you should walk away from conflict.
Dual Concerns Model: Problem Solving
“Win-win” capture what occurs when both parties care about each other’s outcomes, but also care about their own outcomes. They will work together to resolve conflicts.
Dual Concerns Model: Yielding
A person intentionally loses. Instead of, “I win, you lose,” the phrase for this model is, “I lose, you win.”
Integrative Negotiation
This type of negotiation is also known as non-zero sum, win-win, or mutual gains. People who use this type of negotiation tend to share information.

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