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:

 
 
 
 
Other Questions Of This Category

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

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…

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

Decision Making The common information effect is best described as the tendency for groups to:

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

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

Evidence-Based Management Making effective, unbiased decisions in teams is important. All of the following are key principles in leading your team to more effective decision making, except:

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:

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…

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…

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…

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…

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:

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…