Multiple Choice
To separate the person from the problem:
A) Consider relationships,principles and values.
B) Avoid negotiating one issue at a time.
C) Consider the roles of emotions,perceptions and communication.
D) Use bridging solutions.
Correct Answer:
Verified
Correct Answer:
Verified
Q18: To negotiate optimally,each party's interests should be
Q19: Explain why showing negative emotions during integrative
Q20: Using objective criteria is most effective when
Q21: Separating the person from the problem is
Q22: Integrative negotiation begins with:<br>A)Slicing a fixed pie
Q23: When negotiating integratively,the focus is on:<br>A)Interests.<br>B)Positions<br>C)Winning.<br>D)Building rapport.
Q24: Once trust is broken it cannot be
Q25: Trust is important to successful integrative negotiation
Q27: Fears,concerns and unmet needs refer to a
Q28: Instrumental interests refer to:<br>A)When you value or