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Question 1
Negotiating strategically is most important in:
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Correct While negotiating deals, there is as much at risk for your client as there is when in the midst of a conflict. Many of the principles which apply to negotiating during conflicts also apply for negotiating deals.
Incorrect! While negotiating deals, there is as much at risk for your client as there is when in the midst of a conflict. Many of the principles which apply to negotiating during conflicts also apply for negotiating deals.
Question 2
Peter and Monty are friends who have been working together to find a new use for recyclable plastics. Their friendship pre-dates their 1998 graduation from a prestigious college, where they each earned fancy degrees. In 2000, Peter's parents passed away, leaving him a large, empty building in town. Since then, he and Monty have been using the building for their experiments. In October, 2004, they strike proverbial gold; Peter and Monty develop a process for taking old soda bottles and turning them into computer chips. In January of 2005 a major corporation offers to buy the pending patent (in both Peter and Monty's names) for oodles of money. Suddenly, the inventors' friendship seems to be on thin ice. They begin bickering over how much each should get of the millions about to come their way. While Monty thinks they should have even shares, Peter believes that without the facility (the building he supplied) they would have been nowhere, and he should therefore get at least 60%...maybe more. Once the "friends" lawyer up, what is likely to happen?
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Incorrect!
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Correct Both cooperative and competitive negotiations are possibilities here. The fact that this is a deal-making scenario does not limit the inventors to cooperative negotiations ' their growing animosity might get the best of them. That said, should their relationship turn completely sour, an unemotional legal team on each side might still be able to see the benefits of cooperative negotiation. 'Zero-viewpoint negotiation' isn't anything at all ' it is a term invented for this question which is meant to sound temptingly similar to 'zero-sum.'
Incorrect! Both cooperative and competitive negotiations are possibilities here. The fact that this is a deal-making scenario does not limit the inventors to cooperative negotiations ' their growing animosity might get the best of them. That said, should their relationship turn completely sour, an unemotional legal team on each side might still be able to see the benefits of cooperative negotiation. 'Zero-viewpoint negotiation' isn't anything at all ' it is a term invented for this question which is meant to sound temptingly similar to 'zero-sum.'