Multiple Choice
Which of the following is not one of the reasons that negotiators frequently fall short of their goals or reach an impasse?
A) They neglect the other party's problems.
B) They focus too much on price.
C) They focus too much on common ground.
D) They neglect their BATNAs.
E) They focus on interests rather than on positions.
Correct Answer:
Verified
Correct Answer:
Verified
Q48: Many negotiators fail to prepare adequately before
Q49: It is not important for the negotiator
Q50: Analyzing the other party requires a thorough
Q51: According to Cialdini, _ is a principle
Q52: Packaging issues together risks undermining an entire
Q54: Negotiation _ refers to the overall approach
Q55: A procurement negotiation seldom affects other stakeholders
Q56: _ is a negotiation tactic that involves
Q57: For the effective negotiator, it is acceptable
Q58: A/An _ is an aspiration or vision