The nurse manager is reflecting on a negotiation conducted with the medical director which did not produce a desired outcome. In which order should the manager reflect upon this episode?
1. The goal is to win against the other side
2. Each side has a goal to get as much as possible
3. Each side believes that both sides cannot achieve their goals
4. Resources are limited for each side to get as much as possible
Correct Answer: 2, 4, 3, 1
With competitive negotiation the following occurs: the tangible goals are for each side to get as much as possible; there are insufficient resources for each side to attain the desired goal; each side believes it is not possible for both sides to attain the desired goal; and the goal is to win against the other side.
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