: Conflict Escalation and Irrational People In negotiation, an effective strategy for negotiators in their attempt to move a rights- or power-based counterparty away from rights/power and back to interests is: View
: Interests, Rights and Power According to the interests, rights, and power model of disputing, a negotiator who uses a power-based approach is characterized by: View
: Reputation and Ethics With regard to ethically questionable behavior in negotiation, which of the following statements is most true? View
: Creating Value Sometimes, negotiations break down because negotiators have different beliefs, views, or forecasts regarding some future event that cannot be resolved at the present time. What type of strategy might be useful when you are crafting deals in these types of situations? View
: Win-Win Negotiation Which of the following is most true with regard to reaching win-win negotiation agreements? View
: Target Points and Anchoring In negotiation, the ZOPA, or zone of possible agreement, is the range: View
: The Art of Concessions During a negotiation, suppose you make a concession to the other party and then you follow with yet another concession before the other party makes a concession. This ill-advised strategy is known as: View
: Develop your BATNA Your BATNA (Best Alternative to a Negotiated Agreement) is best described as: ________________________; your RP (reservation point) is best described as: ______________________. View
: Best Practices for Creativity Brainstorming is best described as: ___________________. Brainwriting is best described as: _______________. View
: Who’s more creative, groups or individuals? When it comes to the question of whether individuals are more creative than teams, the research indicates that individuals are most often able to generate more and better ideas than groups. The key reasons for this include all of the below factors, EXCEPT: View
