Multiple Choice
Instrumental interests refer to:
A) When you value or need something in and of itself.
B) When you value or need something because it will help you in the future.
C) Means to an end.
D) Something that you do not value but that will help you win.
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
Q26: To separate the person from the problem:<br>A)Consider
Q27: Fears,concerns and unmet needs refer to a