Negotiation
The goal of most negotiations is achieving which of the following
A valued outcome
is considered to be a judgement about one's ability to behave effectively in a given situation
self-efficacy
Negotiations on issues such as who to spend Christmas with are examples of
Distributive negotiations
The less concrete and measurable goals are
the harder to communicate to the other party what we want
The prenegotiation stage of a multi-party negotiation is characterized by a great deal of informal contact among the parties
True
Intervention by a third party may signal
the parties have failed to become adept in managing their own interdependence
Coalitions build by
Type of ethics where their is a moral dilemma (Doctor save the life or end the pain)
Duty Ethics
The words bargaining and negotiation are
interchangeable
The extent to which people perceive that they have control over events that occur is
Local of control
Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to
inadequate skills
More negotiators at the table
More issues and more information
Small group discussion
Multiparty negotiations
Three stages of negotiations that most people go through in a negotiations (cycle through)
interest
rights
power
distributive negotiations.
The most frequently studied aspect of international negotiations is
culture
What factor most influences relative bargaining power
management control
constituent is
a type of audience comprised of one or more parties whose interest, demand, or priorities are being represented by the focal negotiator at the table
Stages of perceptual process in the correct order
stimulus
attention
recognition
translation
behavior
According to Cobb three types of coalition are
potential coalition
operating coalition
recurring coalition
Risk-oriented cultures will be more willing to move early on a deal and will generally take more chances.
True
Which finger nail grows the fastest
Middle
Which Spanish artist said he would eat his wife when she died
Dali
Which River passes through Madrid
Manzanares
Which German City is famous for the perfume it produces
Cologne
How many spots are on two dice
42