Exam 2: Preparation: What to Do Before Negotiation
Exam 1: Negotiation: The Mind and the Heart50 Questions
Exam 2: Preparation: What to Do Before Negotiation54 Questions
Exam 3: Distributive Negotiation: Slicing the Pie50 Questions
Exam 4: Win-Win Negotiation: Expanding the Pie50 Questions
Exam 5: Developing a Negotiating Style50 Questions
Exam 6: Establishing Trust and Building a Relationship50 Questions
Exam 7: Power,Persuasion,and Ethics50 Questions
Exam 8: Creativity and Problem Solving in Negotiations50 Questions
Exam 9: Multiple Parties,Coalitions,and Teams50 Questions
Exam 10: Cross-Cultural Negotiation52 Questions
Exam 11: Tacit Negotiations and Social Dilemmas50 Questions
Exam 12: Negotiating Via Information Technology50 Questions
Exam 13: Are You a Rational Person Check Yourself50 Questions
Exam 14: Nonverbal Communication and Lie Detection50 Questions
Exam 15: Third-Party Intervention47 Questions
Exam 16: Negotiating a Job Offer26 Questions
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Negotiators' ________ may lead buyers and sellers to have different valuations for objects.
(Multiple Choice)
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Most people are risk-seeking when it comes to losses,and risk-averse when it comes to gains.
(True/False)
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Two negotiators do not see eye to eye in their ideologies and fundamental beliefs.This is known as a(n)________.
(Multiple Choice)
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What risks must negotiators consider while preparing for negotiations?
(Multiple Choice)
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Many people's BATNAs are uncertain because potential alternatives arrive sequentially.
(True/False)
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Should a negotiator have multiple issues in his negotiation?
(Multiple Choice)
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The reference point,focal point,and reservation point all mean the same.
(True/False)
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The winner's curse is attributed to an underaspiring negotiator.
(True/False)
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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?
(Multiple Choice)
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A reference point defines what a person considers to be a ________.
(Multiple Choice)
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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?
(Multiple Choice)
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