Understanding Negotiation Types

What type of negotiation focuses on dividing a fixed resource?

• Collaborative negotiation

• Integrative negotiation

• Facilitative negotiation

• Distributive negotiation

In which negotiation type do both parties work together to find a win-win solution?

• Competitive negotiation

• Collaborative negotiation

• Avoidance negotiation

• Accommodative negotiation

Which negotiation style is characterized by aggressive tactics to gain an advantage?

• Competitive negotiation style

• Accommodative negotiation style

• Avoidant negotiation style

• Collaborative negotiation style

What is the primary goal of a compromising negotiation style?

• To reach a mutually acceptable solution.

• To assert dominance over the other party.

• To avoid any form of agreement.

• To achieve a win-lose outcome.

Which negotiation type relies on the use of power and influence to achieve goals?

• Positional negotiation

• Distributive negotiation

• Interest-based negotiation

• Collaborative negotiation

Identify a scenario that best represents integrative negotiation.

• A team competing for a bonus based on individual performance.

• Two individuals haggling over the price of a used car.

• A company laying off employees to cut costs.

• Two companies negotiating a partnership to create a new product that benefits both.

What outcome is typically expected from a competitive negotiation?

• Win-win outcome

• Win-lose outcome

• No outcome

• Neutral outcome

How can you differentiate between distributive and integrative negotiation?

• Distributive negotiation aims for win-win outcomes, while integrative negotiation aims for win-lose outcomes.

• Integrative negotiation is always competitive, while distributive negotiation is always collaborative.

• Distributive negotiation focuses on long-term relationships, while integrative negotiation is short-term.

• Distributive negotiation is competitive and zero-sum, while integrative negotiation is collaborative and seeks mutual gain.

What is a key characteristic of a power-based negotiation?

• Leverage and influence are key characteristics.

• Focus on emotional appeal

• Emphasize compromise and collaboration

• Prioritize relationship building

In a compromising negotiation, what is often sacrificed by both parties?

• Their personal relationships

• The entire negotiation process

• All of their future profits

• Some of their initial demands or positions