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The integrative approach is a new creative approach to negotiation that can lead to a “win-win” situation. The department managers for Zylog Corporation are meeting for a budget meeting. If the marketing manager gets the 6% increase he is requesting, the human resource manager will not get any increase in his department budget. This is an example of what kind of negotiation strategy?
Typology: Assignments
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Opening Section: Negotiation Failure: The Case of PointCast
b. education c. bartending d. overnight gas station attendant (b) Medium/Comprehension
b. accommodating c. avoiding d. forcing (d) Medium/Comprehension
a. understanding what your alternatives are. b. gathering information. c. making concessions. d. agreeing on terms. (b) Easy/Comprehension
not sit at a table with anyone who treats them so poorly.” Mark is committing what negotiation mistake? a. having unrealistic expectations b. letting past negative outcomes impact the present ones c. getting overly emotional d. letting his ego get in the way (c) Difficult/Evaluation
(c) Easy/Application
Consider majority rule: When group members are disagreeing over ideas, take a vote and the idea with the most support wins. Problem solve: A common approach, the problem solving approach gets group members to focus on the task and not on the people involved so that the root cause of the problem is found.
Getting overly emotional: Anger never serves anyone when negotiating. Bargaining should involve the task or issue at hand and not the personalities involved. Letting past negative outcomes affect the present ones: Research indicates that those who have been less successful in past negotiations tend to have lower outcomes than those who had successfully negotiated deals in the past.