ESSENTIALS OF NEGOTIATION ROY J
COMPREHENSIVE STUDY GUIDE 2026
NEGOTIATION THEORY AND STRATEGY
PRINCIPLES
◉ Bargaining Answer: describes the competitive, win-lose situation
◉ Negotiation Answer: Win-win
◉ What are the 6 characteristics that all negotiations have? Answer:
1. there are 2 or more parties
2. there is a conflict of needs and desires between 2 or more parties
3. parties negotiate because they think they can get a better deal
than by simply accepting what the other side offers them
4. parties expect a "give-and-take" process
5. parties search for an agreement rather than fight openly
6. successful negotiation involves the management of tangibles and
resolution of intangibles
◉ Parties search for an agreement rather than? Answer: 1. fight
openly
2. capitulate (give in, surrender)
, 3. break off contact permanently
4. take their dispute to a third party
◉ Tangibles Answer: the price or the terms of agreement
◉ Intangibles Answer: - psychological motivations
- ex: winning, losing, saving face
◉ Interdependence Answer: - the parties need each other in order to
accomplish their objectives
- parties characterized by interlocking goals
- mutual dependency
◉ True or false: In negotiations, parties need each other to achieve
their preferred outcomes or objectives. Answer: True
◉ True or False: Interdependent goals are an important aspect of
negotiations. Answer: True
◉ 1. win-lose
2. win-win Answer: 1. I win, you lose.
2. opportunities for both parties to gain
COMPREHENSIVE STUDY GUIDE 2026
NEGOTIATION THEORY AND STRATEGY
PRINCIPLES
◉ Bargaining Answer: describes the competitive, win-lose situation
◉ Negotiation Answer: Win-win
◉ What are the 6 characteristics that all negotiations have? Answer:
1. there are 2 or more parties
2. there is a conflict of needs and desires between 2 or more parties
3. parties negotiate because they think they can get a better deal
than by simply accepting what the other side offers them
4. parties expect a "give-and-take" process
5. parties search for an agreement rather than fight openly
6. successful negotiation involves the management of tangibles and
resolution of intangibles
◉ Parties search for an agreement rather than? Answer: 1. fight
openly
2. capitulate (give in, surrender)
, 3. break off contact permanently
4. take their dispute to a third party
◉ Tangibles Answer: the price or the terms of agreement
◉ Intangibles Answer: - psychological motivations
- ex: winning, losing, saving face
◉ Interdependence Answer: - the parties need each other in order to
accomplish their objectives
- parties characterized by interlocking goals
- mutual dependency
◉ True or false: In negotiations, parties need each other to achieve
their preferred outcomes or objectives. Answer: True
◉ True or False: Interdependent goals are an important aspect of
negotiations. Answer: True
◉ 1. win-lose
2. win-win Answer: 1. I win, you lose.
2. opportunities for both parties to gain
