In the “Luna Pen” case, which barrier is Erika most concerned about as she prepares for the upcoming negotiation?
In the “Luna Pen” case, Erika determines that the Luna pens she purchased in Hong Kong and Malaysia are:
According to Shell, the minimum acceptable level you require to say “yes” in a negotiation is referred to as your:
People strongly disposed to this bargaining style naturally seek to defer and dodge the confrontational aspects of negotiations. As a positive attribute, this tendency can be experienced by others as graceful tact and diplomacy. It can also permit groups to function better in the face of dysfunctional, hard-to-resolve interpersonal conflicts.
According to “Distributive Bargaining: A Strategy for Claiming Value,” it is often a mistake not to reveal your deadline to the other party in the negotiation because being unaware of the deadline they will expect a longer negotiation and concede at a slower pace.
According to “Distributive Bargaining: A Strategy for Claiming Value,” inundating the other party with so much information that it is not possible to determine what is accurate or relevant best describes which of the following tactics:
Using the following list, please select the appropriate explanation of when to use distributive negotiation (one per sentence):A. Goals [a] fundamental conflict.
B. Relationship [b] a priority.
C. Resources are [c].
D. Trust and cooperation [d].
What is a “bogey” as discussed in “Distributive Bargaining: A Strategy for Claiming Value?”
Two collectors of antiques are bargaining over the sale of an oriental vase. One begins by saying, “I’m looking for an item to put in my show room that is affordable for the average collector.” This negotiator is employing which of the following negotiating tactics?
This term refers to things we strive toward that are usually beyond the range of our past achievements. We set these to give ourselves direction but we are not greatly surprised or disappointed if we fall short.
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