Question 1

Negotiation that is transformational is defined as

Accepted Answer

A)   cooperating fully with the other.
B)   creating something new from what existed before.
C)   Using your intuition to help reframe the conflict.
D)   cooperative competitiveness.
E)   The exchange of rational self-interest.

Question 2

A "distributive" bargainer is generally not concerned about the future
relationship with the other party.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following statements is FALSE about assessing interests in negations?

Accepted Answer

A)   If you don't ask what the other's interests are, you are likely to be off base.
B)   Parties in conflict often assume they know the interests of the other.
C)   Taking a firm position suggests several interests typically underlie it.
D)   Parties always have multiple interests
E)   Relational and identity issues are rarely part of the positions.

Question 4

Briefly describe and give a "real life" example of the XYZ skill in a real or hypothetical situation.

Accepted Answer

Sure, I'd be happy to help wit...

Question 5

Why is "expanding the pie" an effective way of negotiating collaboratively?

Accepted Answer

A)   It threatens both parties into giving up their piece of the pie
B)   Someone is always "hungrier."
C)   It attempts to expand scarce resources available, altering the conflict structure
D)   People become more entrenched in their "positions."
E)   The playing field is "leveled."

Question 6

Making high demands and conceding slowly are patterns of a collaborative
bargaining approach.

Accepted Answer

A) True 
 B)False

Question 7

Luckily,negotiation is similar in all cultures,so once you've learned
what is negotiable in one culture,you'll be ready for other cultures.

Accepted Answer

A) True 
 B)False

Question 8

The assumption competitive negotiators take is generally "win-lose."

Accepted Answer

A) True 
 B)False

Exam 8: Interpersonal Negotiation

Luckily,negotiation is similar in all cultures,so once you've learned what is negotiable in one culture,you'll be ready for other cultures.

Correct Answer
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Which of the following statements is FALSE about assessing interests in negations?

Correct Answer
verified

The assumption competitive negotiators take is generally "win-lose."

Correct Answer
verified

Why is "expanding the pie" an effective way of negotiating collaboratively?

Correct Answer
verified

A "distributive" bargainer is generally not concerned about the future relationship with the other party.

Correct Answer
verified

Making high demands and conceding slowly are patterns of a collaborative bargaining approach.

Correct Answer
verified

Briefly describe and give a "real life" example of the XYZ skill in a real or hypothetical situation.

Correct Answer
Answered by ExamLex AI
Sure, I'd be happy to help wit...
View Answer

Negotiation that is transformational is defined as

Correct Answer
verified

Exam 8: Interpersonal Negotiation

Luckily,negotiation is similar in all cultures,so once you've learned what is negotiable in one culture,you'll be ready for other cultures.

Correct AnswerverifiedShow Answer

Which of the following statements is FALSE about assessing interests in negations?

Correct AnswerverifiedShow Answer

The assumption competitive negotiators take is generally "win-lose."

Correct AnswerverifiedShow Answer

Why is "expanding the pie" an effective way of negotiating collaboratively?

Correct AnswerverifiedShow Answer

A "distributive" bargainer is generally not concerned about the future relationship with the other party.

Correct AnswerverifiedShow Answer

Making high demands and conceding slowly are patterns of a collaborative bargaining approach.

Correct AnswerverifiedShow Answer

Briefly describe and give a "real life" example of the XYZ skill in a real or hypothetical situation.

Correct AnswerAnswered by ExamLex AISure, I'd be happy to help wit...View AnswerShow Answer

Negotiation that is transformational is defined as

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
Answered by ExamLex AI
Sure, I'd be happy to help wit...
View Answer

Correct Answer
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