Dispute negotiations are similar in some ways to exchange-based (e.g., buyer-seller) negotiations, yet different in other ways. When planning for an upcoming dispute
negotiation, it is thus important to bear these similarities and differences in mind. Which of the following represents a key difference between exchange-based and dispute
negotiations?
Exchange-based negotiations are more about minimizing losses, whereas dispute negotiations are more about maximizing gains
In dispute negotiations, if one party walks away, it typically has a direct effect on the remaining options available to the other party, whereas this is not typically the case
with exchange-based negotiations
Dispute negotiations typically require a greater focus on interests-based statements in order to gain and leverage your power
Power is more important for claiming value in an exchange-based negotiation than in a dispute negotiation
In exchange-based negotiations, emotions tend to run high while in dispute negotiations, it tends to be easier to stay calm
