Skip to content

CS Professional · Arbitration, Mediation and Conciliation · Negotiation Skills and Communication

In a negotiation over a lease dispute, Ananya's side opens with a very high demand, makes small concessions slowly and keeps stressing that the other side has no better option. The other side feels pressured but no agreement forms. Which strategy is Ananya's side mainly using?

Ananya's side is using a competitive or distributive strategy. A high opening demand, grudging small concessions and pressure on the other side's alternatives aim at maximising its own share of a fixed pie rather than creating joint value.

  1. AAccommodating strategy
  2. BCollaborative problem-solving strategy
  3. CCompetitive (distributive) strategyCorrect
  4. DCompromising by splitting the difference at once

Explanation

A high opening demand, slow minimal concessions and pressure on the other side's alternatives are marks of the competitive, win-lose or distributive strategy. Collaboration would involve sharing information on interests and seeking joint gains. Accommodating would involve yielding readily.

Did you get it right without looking?

One question tells you little. A timed set on Negotiation Skills and Communication shows your real accuracy, how long you take and where you lose marks.

Practise Negotiation Skills and CommunicationFree diagnostic mock

More Negotiation Skills and Communication questions