Answer to Question 1
Win-win negotiations are often erroneously equated with fair division of resources. However, win-win is not
compromise. It does not pertain to how the pie is divided, but to how the pie is enlarged. Negotiators may
compromise, yet leave money on the table. Win-win is also not an even split or satisfaction (in fact, many happy
negotiators do not expand the pie), or building a relationship.
Answer to Question 2
(a) Communications - helps the group by analyzing communication patterns, frequency, and interruptions of individuals.
(b) Member roles and functions - helps group members become aware of group task functions, group building and maintenance functions, and individual functions.
(c) Problem solving and decision making - helps the group understand how the group makes decisions and the consequences of each method of decision making.
(d) Group norms and growth - helps the group understand its own norms and whether these are helpful or dysfunctional.
(e) Leadership and authority - helps the group understand the impact of leadership.
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