题目内容

The negotiators of two companies do not succeed in aligning their terms of agreement despite the fact that both desired the same outcome. What is this situation known as?

A. the lose-lose effect
B. the Pareto-optimal frontier
C. integrative negotiation
D. logrolling

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Negotiators can capitalize on the reciprocity principle by ________.

A. both parties keeping high aspiration points
B. both parties sharing information about their interests
C. both parties keeping low aspiration points
D. both parties hiding their reservation points

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The multiple-offer strategy is based on the strategy of ________, meaning that a negotiator can deduce what the other party's true interests are and where the joint gains are.

A. relational accommodation
B. inductive reasoning
C. substantiation
D. logrolling

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Which of the following is likely to be counter-productive in any negotiation?

A. compromise
B. substantiation
C. making side deals
D. even splits

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Negotiations that contain only one issue are always ________.

A. presettlement settlements
B. equal-concession negotiations
C. illusory conflicts
D. purely distributive negotiations

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The negotiators of two companies do not succeed in aligning their terms of agreement despite the fact that both desired the same outcome. What is this situation known as?

A. the lose-lose effect B. the Pareto-optimal frontier C. integrative negotiation D. logrolling

Negotiators can capitalize on the reciprocity principle by ________.

The multiple-offer strategy is based on the strategy of ________, meaning that a negotiator can deduce what the other party's true interests are and where the joint gains are.

Which of the following is likely to be counter-productive in any negotiation?

Negotiations that contain only one issue are always ________.

A. the lose-lose effect
B. the Pareto-optimal frontier
C. integrative negotiation
D. logrolling