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Exam 1: The Nature of Negotiation

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Question 31

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Why do parties negotiate by choice?

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That is,they negotiate because they thin...

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Question 32

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An individual who pursues his or her own outcomes strongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies.Which one?

A) Yielding
B) Compromising
C) Contending
D) Problem solving
E) None of the abovE.

F) B) and D)
G) A) and B)

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Question 33

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Where would you likely to find the concept of "yielding" on the dual concerns model?

When parties are interdependent,they have to find a way to ____________ their differences.

Interdependent parties' relationships are characterized by

There are times when you should _________ negotiate.

In the Dual Concerns Model,the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the

Negotiations often begin with statements of opening __________.

Many of the most important factors that shape a negotiation result do not occur during the negotiation,but occur after the parties have negotiated.

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.

Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume"?

Differences in time preferences have the potential to create value in a negotiation.

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

A zero-sum situation is also known by another name of a situation.Which of the following is that?

When one party accepts a change in his or her position,a ____________ has been made.

The parties prefer to negotiate and search for agreement rather than to fight openly,have one side dominate and the other capitulate,permanently break off contact,or take their dispute to a higher authority to resolve it.

Negotiation situations have fundamentally the same characteristics.

Define synergy?

Name the four levels of conflict that are commonly identified.