What are three options to consider when searching for win-win alternatives in negotiation? How does each option work?
What will be an ideal response?
The three options for mutual gain that are used in principled negotiation are positive and inclusive brainstorming, broadening options, and identifying shared interests. Positive and inclusive brainstorming implies that once a negotiation process begins, during its earliest phase we seek to include the other party in a problem-solving session to identify alternative outcomes. This demonstrates that we are not interested in beating the other side, but in solving the problem. The idea of broadening options is a direct offshoot of the notion of brainstorming. Broadening our options requires us to be open to alternative positions and can be a natural result of focusing on interests rather than positions. The third technique, identification of shared interests, requires putting aside larger issues to a later point in the discussion, after smaller issues that can be more readily agreed upon are discussed. Once the two parties begin to work together, the larger issues may be more easily resolved.
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All the response hierarchy models assume that a buyer passes through affective, cognitive, and behavioral stages, in that order
Indicate whether the statement is true or false
Which of the following is an advantage of simultaneous product development?
a. It shortens a product's development process. b. It ensures that a development process proceeds through highly structured stages. c. It lengthens product lines to appeal additional markets. d. It eliminates the need for test marketing a new product.
________ is the use of computer software to evaluate the profitability of merchandising plans in a retail layout
Fill in the blanks with correct word
Segmenting, in contrast to combining,
A. usually means settling for a smaller sales potential. B. tries to identify homogeneous submarkets and develop different marketing mixes for each submarket. C. relies more on promotion appeals and minor product differences to create general customer appeal among several submarkets. D. tends to focus more on customer similarities than on differences. E. All these answers are correct.