MGT 498 chapter 20 – Flashcards
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21. Excellent negotiators understand that negotiation embodies a set of A. values. B. alternatives. C. paradoxes. D. BATNAs. E. principles.
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C
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22. Research suggests that too much knowledge about the other party's needs can lead to a A. quick and positive outcome. B. dilemma of honesty. C. negative effect on your reputation. D. groundwork for agreement. E. suboptimal negotiation outcome.
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E
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23. Negotiators need to be reminded that certain factors influence their own behavior. What are those factors? A. strengths B. tangibles C. weaknesses D. intangibles E. negotiables
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D
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24. Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices? A. Remember the intangibles B. Actively manage coalitions C. Savor and protect your reputation D. Remember that rationality and fairness is relative E. Master the key paradoxes
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A
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