CTCM Study Set Questions With Complete Solutions

Integrative correct answer: win-win o Each party has a vested interest in the issue and the relationship with all parties o Look for mutual gains Distributive correct answer: win-lose o Issues matter more than the relationship lose-lose correct answer: Usually when everything starts going south in a negotiation- either you have rubbed the other party the wrong way or they have done something to prevent you from coming to an agreement negotiation correct answer: Negotiation is often used to build partnerships Principled negotiations 4 points correct answer: People, interests, options, criteria Principled negotiations people correct answer: separate the people from the problem Principled negotiations interests correct answer: focus on interests, not position o Position is something you decide upon and interests are the needs, desires and fears that drive positions Principled negotiations options correct answer: explore multiple options looking for mutual gains Principled negotiations criteria correct answer: insist that the result be based on some objective standard Objective standard correct answer: Unbiased and widely accepted minimum requirement. Examples: o Market value o Replacement cost o Depreciated book value o Competitive prices o Precedent o Professional standards o What a court would decide 6 steps in planning phase correct answer: Analyze, establish, formulate, assess, define, develop 6 steps in planning phase Analyze correct answer: Analyze the other party's proposal- explore options o Evaluate price, delivery, specifications, and terms. Note any deviations from your requirements o Explore options for mutual gain