Making Deals Cooperatively and Competitively Self-Quiz










Negotiating strategically is most important in:
Choice 1 Conflicts
Choice 2 Deal-making
Choice 3 Neither
Choice 4 It is equally important to carefully strategize one’s negotiation tactics in each of these settings.
Peter and Monty are friends who have been working together to find a new use for recyclable plastics. Their friendship pre-dates their 1998 graduation from a prestigious college, where they each earned fancy degrees. In 2000, Peter’s parents passed away, leaving him a large, empty building in town. Since then, he and Monty have been using the building for their experiments. In October, 2004, they strike proverbial gold; Peter and Monty develop a process for taking old soda bottles and turning them into computer chips. In January of 2005 a major corporation offers to buy the pending patent (in both Peter and Monty’s names) for oodles of money. Suddenly, the inventors’ friendship seems to be on thin ice. They begin bickering over how much each should get of the millions about to come their way. While Monty thinks they should have even shares, Peter believes that without the facility (the building he supplied) they would have been nowhere, and he should therefore get at least 60%...maybe more. Once the “friends” lawyer up, what is likely to happen?
Choice 1 They are certain to negotiate cooperatively, given the deal-making context.
Choice 2 They are certain to negotiate competitively, given Peter’s increasingly greedy outlook.
Choice 3 They are likely to engage in a zero-viewpoint negotiation.
Choice 4 There are a variety of approaches that can be taken during negotiations.

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