Describe the two types of negotiation presented in the book. (2 ...

[bucstennis@aim.com]

Describe the two types of negotiation presented in the book. (2 points) Which is more effective? Why? (1 point)
 
  What will be an ideal response

Question 2

In the formula for change, why is it important to explore your objections (D) to making the change?
 
  a. So that you can start thinking about the resources you need to make the change.
  b. So that you can begin to ask yourself if there is something you do that you wish you didn't do.
  c. If an intended change creates too much fear, you may express that by engaging in self-efficacy.
  d. If an intended change creates too much fear, you may express that by engaging in self-defeating behaviors.

[beccamahon]

Answer to Question 1

Describe the two types of negotiation presented in the book. 2 points, 1 for each of the following:
- Positional bargaining: trying to convince the other person that your position is the correct one
- Principled negotiation: attempting to be effective rather than right; trying to find a mutually acceptable solution; compromise

Which is more effective? Why? 1 point for the following: Principled negotiation is more effective because it works for mutual gain which more often will result in a solution

Answer to Question 2

D