Which guideline should be used in evaluating options and reaching a consensus?
Negotiators pursuing the yielding strategy
Which of the following is not an element of integrative negotiations?
What is the dominant force for success in negotiation?
The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.
A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?
To prevent the other party from establishing a committed position, a negotiator could
Which of the following are types of manageable questions?
A strong interest in achieving only substantive outcomes tends to support which of the following strategies?
Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:
Parties feel better about a settlement when negotiations involve a(n)
A large majority of agreements in distributive bargaining are reached when the deadline is
A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?
In intragroup conflict,
Which of the following is not necessary for integrative negotiation to succeed?
Each party should be as interested in the objectives and problems of the other as each is in his/her own—each must assume responsibility for the other's needs and outcomes as well as for his/her own.
A joint goal is one in which
Which is not a difference between strategy and tactics?
Distributive bargaining strategies
Which of the following is not an intangible factor in a negotiation?
What are the two dilemmas of negotiation?
Which of the following statements about interests is true?
The negotiator's basic strategy is to