Exam 2: Preparation: What to Do Before Negotiation

arrow
  • Select Tags
search iconSearch Question
flashcardsStudy Flashcards
  • Select Tags

Though a negotiation blunder,the winner's curse can be remedied in many cases.

(True/False)
4.8/5
(38)

Positional negotiators very often tend to be ________.

(Multiple Choice)
4.7/5
(43)

In a negotiation,the person who stands to gain the most by changing the other faction's mind should be the most persuasive.

(True/False)
4.8/5
(36)

The longer the temporal distance between the act of negotiation and the consequences of negotiated agreements,the better the agreement.

(True/False)
4.8/5
(41)

A positional negotiator is also known as a(n)________.

(Multiple Choice)
4.9/5
(43)

Which of the following is a characteristic of BATNA?

(Multiple Choice)
4.8/5
(37)

Reactive devaluation negotiation behavior is exhibited by negotiators who ________.

(Multiple Choice)
4.8/5
(31)

At the negotiating table,Leo and David take opposite viewpoints of the matter in discussion.Leo takes offence at David's comments because he views any opposition as an ego threat.It is safe to assume that Leo is a(n)________ negotiator.

(Multiple Choice)
4.9/5
(42)

What are the two types of conflicts commonly witnessed in negotiations?

(Multiple Choice)
4.9/5
(41)

While preparing for negotiations,the negotiator fails to evaluate his reservation points.What downside can the negotiation process have?

(Multiple Choice)
4.9/5
(36)

Jennifer,the sales manager of a firm,does not plan well in advance for her negotiations with clients.Her negotiation often focuses on an arbitrary value that she fixes before the negotiation as a reservation price.This arbitrary value is called a ________.

(Multiple Choice)
4.8/5
(33)

Why do negotiators avoid revealing their deadlines?

(Multiple Choice)
4.8/5
(24)

Having mutually agreed to the negotiation terms put forth by each other,the negotiators of two firms cut a deal.However,there is always the risk associated with the willingness of the other party to honor its terms and live up to its contractual obligations.What risk is this known as?

(Multiple Choice)
4.8/5
(52)

What does a one-shot negotiation mean?

(Multiple Choice)
4.9/5
(46)
Showing 41 - 54 of 54
close modal

Filters

  • Essay(0)
  • Multiple Choice(0)
  • Short Answer(0)
  • True False(0)
  • Matching(0)