Exam 2: Preparation: What to Do Before Negotiation

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What does ratification mean?

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Negotiators' ________ may lead buyers and sellers to have different valuations for objects.

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Most people are risk-seeking when it comes to losses,and risk-averse when it comes to gains.

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When the negotiation is a transaction situation,________.

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Two negotiators do not see eye to eye in their ideologies and fundamental beliefs.This is known as a(n)________.

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What risks must negotiators consider while preparing for negotiations?

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Many people's BATNAs are uncertain because potential alternatives arrive sequentially.

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Should a negotiator have multiple issues in his negotiation?

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What is a monolithic party?

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What do you understand by the term "focal point"?

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What does the linkage effect mean in negotiations?

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The reference point,focal point,and reservation point all mean the same.

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What does premature concession mean?

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What is a hidden table?

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The winner's curse is attributed to an underaspiring negotiator.

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Robert was the purchase agent of an office furniture manufacturer.While dealing with one of the vendors,he successfully negotiated the prices for items A and B.However,the vendor was firm on the price that he quoted for item C.Robert unsuccessfully insisted on a getting a discount for C also and eventually declined all the purchase terms offered by the vendor.Which of the following,if true,would contradict the reflection that Robert was engaged in a reactive devaluation?

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A reference point defines what a person considers to be a ________.

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What does the "time horizon" mean?

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After clinching a deal at first shot,a person immediately begins to think of the other alternatives that she could have exercised but did not.What is the person doing in the given situation?

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A positional negotiator is one who ________.

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