Negotiation Skills

Correct Answer: Integrative negotiation

Integrative negotiation focuses on collaborative problem-solving to create win-win outcomes by addressing the interests of all parties involved. Distributive negotiation is centered around dividing a fixed amount of resources, often leading to win-lose situations. Competitive negotiation emphasizes maximizing one's own gains, potentially at the expense of others. Accommodative negotiation involves making concessions to satisfy the other party, which may not result in mutually beneficial outcomes.

Correct Answer: Interest-based negotiation

Interest-based negotiation is the approach that focuses on understanding and addressing the underlying interests of all parties involved to reach a mutually beneficial outcome. This method emphasizes collaboration and the creation of solutions that satisfy everyone’s needs, rather than simply negotiating positions. In contrast, position-based negotiation centers on the parties’ stated demands without delving into their underlying motivations. Competitive negotiation is more adversarial, aiming to win rather than find a mutually satisfying solution. Transactional negotiation typically involves straightforward exchanges without addressing deeper interests or fostering long-term relationships.

Correct Answer: Interest-based negotiation

Interest-based negotiation is the approach that emphasizes understanding and addressing the underlying interests of all parties to achieve a mutually beneficial outcome. This method focuses on the true needs and motivations behind each party's positions, fostering collaboration and long-term relationships. Position-based negotiation, on the other hand, centers on the stated demands rather than the underlying interests, which can lead to rigid and less satisfactory agreements. Competitive bargaining prioritizes winning over collaboration, often resulting in win-lose scenarios rather than mutually beneficial solutions. While collaborative negotiation also seeks mutually beneficial outcomes, interest-based negotiation specifically targets the underlying interests to ensure all parties are satisfied.