Negotiations

Bill is selling his boat. He is willing to sell the boat for $800 but would prefer selling it closer to $1000. Laura is looking to buy a boat and is willing to spend up to $900, but would prefer to get the best deal possible. What is Bill's reservation price?

$800

Bill is selling his boat. He is willing to sell the boat for $800 but would prefer selling it closer to $1000. Laura is looking to buy a boat and is willing to spend up to $900, but would prefer to get the best deal possible. What is their ZOPA?

$800-$900

According to the module, approximately how much negotiation process time should be spent on the preparation step?

90%

The beginning of the podcast included in this module shares the story of two siblings discussing how to part with their childhood home. What was the initial obstacle these siblings faced?

Emotional Dynamics

True or false? Distributive negotiations should never be used because they do not deliver the best results.

False

True or false? The reservation price answers the question, "what is your best alternative?"

False

The negotiation style with a "win-win" mentality is ...

Integrative negotiation

Which of the following are steps in the negotiation process?

preparation, debriefing, negotiating