Based upon the Thomas Killman model for negotiation – which considers concerns for substance and relationship – what strategy is used to create a win-win solution?

Answer 1

Accommodate.

Answer 2

Compromise.

Answer 3

Collaborate.

Answer 4

Don’t know

Answer 5

One side lacks negotiation training.

Answer 6

One side is unprepared.

Answer 7

Both sides get emotional.

Answer 8

Don’t know

Answer 9

Completely change the discussion to a topic that has nothing to do with the negotiation, such as a fishing trip vacation.

Answer 10

Drawing attention to a minor issue in order to get a concession on a major issue.

Answer 11

After a tentative agreement is reached, one side inserts a new issue into the discussion.

Answer 12

Don’t know

What is the primary reason negotiations between team members fail to reach an agreement?