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

 
 
 
 
Other Questions Of This Category

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

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…

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…

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

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…

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:

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:

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…

Leadership Style When it comes to leadership, should managers focus on getting the work done or attending to the people? ______ leaders are highly agentic and focus on getting the work done,…

Mindset and Growth According to Carol Dweck, there are two fundamental mindsets that people have when it comes to looking at themselves and others. One mindset, known as a _____ mindset, is a…

Goal –setting To be successful, teams need 3 things: talented people, motivation, and to get the work done. These 3 key ingredients are best summarized 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,…

Organizational Intelligence In leadership, the value you bring to your organization, in terms of the relationships you build and maintain in and outside of the organization, is best termed…

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…