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Negotiating Outcomes: Expert Solutions to Everyday Challenges by Harvard Business School Press

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Test Yourself

This section offers ten multiple-choice questions to help you see what you’ve learned and identify areas that you might want to explore further. The answers are found at the end of this section.

1. What is a distributive negotiation?

  1. A type of negotiation in which the parties compete for the distribution of a fixed pool of value, and any gain by one party represents a loss to the other
  2. A type of negotiation in which the parties cooperate to achieve maximum mutual benefit in an agreement
  3. A type of negotiation that involves more than two parties

2. Which of the following would be an example of an integrative negotiation?

  1. The sale of a car
  2. A wage negotiation between a business owner and a union of employees
  3. The structuring of ...

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