Question 1

Assess your own emotional style by completing the questionnaire in Exhibit 5-9.What are the advantages and disadvantages of each emotional style?

Accepted Answer

The answer of Assess your own emotional style by completing...

Question 2

What are some of the main differences between cooperatively-motivated groups of negotiators and individualistically-motivated negotiators?

Accepted Answer

The answer of What are some of the main differences...

Question 3

In what situations are the use of rights and power-based negotiation tactics justified?

Accepted Answer

The answer of In what situations are the use of...

Question 4

What are some personal strategies a negotiator can use to move the counterparty away from rights and power based arguments to an interest-based focus?

Accepted Answer

The answer of What are some personal strategies a negotiator...

Quiz 5: Developing a Negotiation Style 1

Assess your own emotional style by completing the questionnaire in Exhibit 5-9.What are the advantages and disadvantages of each emotional style?

What are some of the main differences between cooperatively-motivated groups of negotiators and individualistically-motivated negotiators?

In what situations are the use of rights and power-based negotiation tactics justified?

What are some personal strategies a negotiator can use to move the counterparty away from rights and power based arguments to an interest-based focus?