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Test Negotiation Strategies: Win-Lose (Exclusionary) vs Win-Win (Integrative)
Agenda
1st QUESTION: What is the exclusionary strategy also called?
Distributive or win-lose
Integrative or win-win
Multilateral collaborative
Open-ended
QUESTION 2: What is the central premise of the exclusionary strategy?
Enlarging the pie before sharing it
Fixed resources and zero-sum game
Prioritizing the long-term relationship
Seeking interdependence and cooperation
QUESTION 3: What tactic is mentioned as being used in the exclusionary strategy?
Unbiased mediation approach
Successive integrative concessions
Dribbling to pressure the opponent
Active listening without positions
4th QUESTION: When is it advisable to use the exclusionary strategy?
When seeking lasting collaboration
When negotiating with a strategic supplier
When aiming to strengthen the relationship
In one-off situations with no foresight of further relations
QUESTION 5: What characterizes the integrative strategy?
Seek to enlarge the pie and benefits for both
Competing for the largest portion available
Ignoring the interests of the other party
Treat resources as fixed and limited
QUESTION 6: What is a typical consequence of the exclusionary strategy?
Sustained mutual satisfaction
Climate of aggressiveness and desire for short-term revenge
Commercial stability for both parties
More cooperative and interdependent
QUESTION 7: What example from the text illustrates an integrative negotiation?
Auctioning art with competitive bidding
Buying a car with strong bargaining
Restaurant negotiates price in exchange for long-term exclusivity
Unilateral wage negotiation
QUESTION 8: What is the central objective of the integrative strategy?
Maximizing one's own benefit without regard for the other
Create value for both and maintain a good relationship
Putting pressure on the opponent through harsh tactics
Taking the biggest slice of the pie
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