L5M15 Exam Dumps - Advanced Negotiation

Awin : perceived winoccurs where apowerful party winssubstantive outcomes while the weaker partybelievesit has also “won,” often due topower asymmetryand framing.

The Big Five traits areOpenness, Conscientiousness, Extraversion, Agreeableness, Neuroticism (OCEAN). “Sensitivity” is not one of the five canonical factors.

According toMendelow’s Stakeholder Matrix, stakeholders withhigh power (importance)butlow interestshould be “kept satisfied.” They need concise, high-level updates to stay informed without excessive detail. Over-communication risks disengagement.

Rationalisingbelongs to thepush influencing style. It uses logic, facts, and evidence to convince others, leveraging authority or data. It contrasts withpull techniquessuch as inspiring and consulting, which engage others collaboratively.

Sharing warehousing, distribution, or production capacity is characteristic ofoperations and logisticsalliances—aimed at cost leverage, service improvements, and risk sharing in physical operations.

Two core principles are toseparate people from the problemand tofocus on interests rather than positions. (The other two statements are not defining elements of the approach.)

Astrategic partnershipis a formal, high-involvement relationship with shared resources and joint governance—appropriate where risk/value is high and close collaboration is essential. Strategic alliances can be looser and not always resource-sharing.

Principled (interest-based) negotiation aims tocreate valueand reachmutual gainby separating people from problems, focusing on interests, generating options, and applying objective criteria—hallmarks of win–win.