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?

 
 
 
 
Other Questions Of This Category

Win-Win Negotiation Which of the following is most true with regard to reaching win-win negotiation agreements?

Target Points and Anchoring In negotiation, the ZOPA, or zone of possible agreement, is the range:

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…

Develop your BATNA Your BATNA (Best Alternative to a Negotiated Agreement) is best described as: ________________________; your RP (reservation point) is best described as: ______________________.

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:

Intrinsic and Extrinsic Motivation Regarding motivation, _____ motivation refers to motivation and desire that is driven by internal reward, which can be a sense of satisfaction,…

Size and Diversity According to research on optimal team size, what is the best advice regarding team size?

Creativity and Innovation Finke’s model of creativity specifies two dimensions by which creative ideas may be evaluated (one dimension being conservatism–creativity, and another dimension…

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…

The How of Happiness Happiness is influenced by material possessions, genetics, and intentional activity. About 40% of our happiness is determined by intentional activity, or behaviors and…

Optimizing Conflict There are two types of conflict in teams: relationship conflict and task conflict. Relationship conflict is best described as conflict about______________________; task…

Best Practices for Creativity Brainstorming is best described as: ___________________. Brainwriting is best described as: _______________.

Reputation and Ethics With regard to ethically questionable behavior in negotiation, which of the following statements is most true?

Roles and Rules Consider Hackman’s model of leader-team responsibility and the 4 possible types of leader and team responsibility. In self-managing teams, the team members:

Emotional Intelligence Emotional intelligence is the ability to recognize emotions in ourselves and others and to use this emotional knowledge in a productive fashion. A person who has a…