Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 6

This chapter described a number of basic conflict-handling modes that people use in negotiation. These include competing, collaborating, compromising, avoiding, and accommodating.Carefully reread the section that describes these modes. For each mode, identify someone you know who falls into the mode and answer the following questions. It will probably help to think of a specific situation that you have observed or have experienced with the person.Would you like to have this person on your team during an important negotiation session? Why or why not?