Match the statement to the type of negotiation:

A. Power-based negotiation     B. Rights-based negotiation 

C. Interest-based negotiation     D. Transformative negotiation

1.      _____ Agreement is not necessarily the ultimate goal

2.      _____ Clear laws make this easier

3.      _____ Compromise may come about when parties are at an impasse

4.      _____ Concern about who decides what is right in the first place

5.      _____ Concerned with underlying needs and values

6.      _____ Distributive negotiation

7.      _____ Does not encourage creative solutions for mutual benefit

8.      _____ Drawing things out may be effective

9.      _____ Encourages trust between parties

10.  _____ Face to face communication is seen as more humanizing and ideal

11.  _____ Favors collaboration

12.  _____ Implementation may require assistance from other people

13.  _____ Individuals or groups gain greater control over matters that affect them

14.  _____ Involves being secretive

15.  _____ Involves putting yourself in the other’s shoes

16.  _____ Involves unconditional positive regard and being nonjudgmental

17.  _____ It is not a mutually exclusive process

18.  _____ Joint decision criteria

19.  _____ Lets the other side make the first offer

20.  _____ Looks for win-win solutions

21.  _____ May be difficult to implement when conflict comes down to a difference between strong principles

22.  _____ May involve negotiating a process rather than a specific outcome

23.  _____ May involve offering something to other party even if other party does not follow this pattern

24.  _____ May not work when a decision is needed quickly

25.  _____ May show respect to achieve more favorable terms

26.  _____ Needs are seen as more basic requirements than values

27.  _____ Parties are competitors 

28.  _____ Parties choose to become more open and responsive to the situation of the other person

29.  _____ Power with each other rather than over one another

30.  _____ Requires ample time to work through problems

31.  _____ Requires concrete and authentic feedback

32.  _____ Respective Rights or entitlements

33.  _____ Tempers illegitimate use of power

34.  _____ This may helping move clients towards more interest-based negotiation

35.  _____ You do not need to like the person in order to negotiate more effectively but must treat person with respect