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Author Question: In negotiation, conflict occurs when there is no overlap between the parties' resistance points. ... (Read 186 times)

lak

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on: Jul 7, 2018
In negotiation, conflict occurs when there is no overlap between the parties' resistance points.
 
  Indicate whether the statement is true or false

Question 2

Why is it important for a negotiator to ask the counterparty diagnostic questions about their underlying
  interests and priorities?
 
  What will be an ideal response?


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Carissamariew

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Reply #1 on: Jul 7, 2018
Answer to Question 1

True

Answer to Question 2

Negotiators who ask the counterparty about their preferences are much more likely to reach integrative agreements
than negotiators who do not ask the other party about his or her priorities. Diagnostic questions help negotiators
discover where the value is, and such questions do not tempt the other party to lie or misrepresent themselves.
Asking the other party about their BATNA or reservation price might induce him or her to exaggerate or lie, but it
is not immediately clear why or how a negotiator would lie about his or her underlying needs. Thus, diagnostic
questions are effective because they do not put negotiators on the defensive.


lak

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Reply 2 on: Jul 7, 2018
Thanks for the timely response, appreciate it

AngeliqueG

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Reply 3 on: Yesterday
Gracias!

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