Question $8$

$1pts$

In Chapter $2,$ Shell suggests we should write our goals down and take them with us when we go to negotiate. What story did he share to prove the point?

The failed merger of Sears and KMart that has led to the near death of both companies.

Shaq's purchase of the licensing rights to Marilyn Monroe.

Barry Diller at ABC spending waaaay to much for the rights to show "The Poseidon Adventure" on TV$.$

When the city of Seattle let the Sonic's move to Oklahoma to become the "Thunder".

Question $9$

$1pts$

In chapter $2$ Shell talks about the difference between "expectations" and "goals". What is the difference when it comes to negotiation?

We might have a goal to get into an Ivy League college but our expectation is to get a degree Ivy League or not.

Expectations are like a base line, we'll walk away if we don't get this. A goal is something to strive for above our expectatiens.

Goals help by motivating us to go beyond the normal and reach for more.

Expectations are the base line of what we expect out of the deal. It generally causes pain, anger or frustration when we don't get what we expect out of a deal.

Question $10$

$1pts$

According to Shell, which type of negotiation type personality is most likely to get the most out of a bargaining situation?

Compromiser

Accommodator

Avoider

Problem solver