CTCM (Cumulative) EXAM QUESTIONS AND ANSWERS.

CTCM (Cumulative) EXAM QUESTIONS AND ANSWERS. Common Negotiation Philosophies Win-Win, Win-Lose, and Lose-Lose Win-Win Each party has a vested interest in the issue and the relationship; look for mutual gain; does not mean equality of outcome. Win-Lose Issues matter more than relationships Lose-Lose Negotiators do not choose this method, it choses you. Everything is going south. Principled Negotiations People, interests, criteria, options Interests vs Positions Focus on interests, not positions; Your position is something you have decided upon; Your interests are the needs, desires and fears that drive positions. Obstacles to mutual gain -Premature Judgement -Search for a single answer -Assumption of a fixed pie -Thinking that "solving their problem" is their problem 3 Phases to Negotiation Planning and Preparation; Negotiation; Settlement & Documentation