According to the fixed-pie perception, ________.
A. a negotiator believes that he must get what the other party is not willing to part with
B. a negotiator believes that the other party has the same interests as his own
C. a negotiator believes that the other party has interests contrary to his own
D. a negotiator believes that the other party has interests that overlap with his own
查看答案
The belief that the other party has interests diametrically opposite to the party's own interests is explained by the term ________.
A. premature concession
Boulwarism
C. positional bargaining
D. fixed-pie perception
________ refers to agreeing on issues before being asked by the other party.
A. Fixed-pie perception
B. Logrolling
C. Unbundling
D. Premature concession
________ occurs when people believe that their interests are incompatible with the other party's interests when, in fact, they are not.
A. False optimism
B. Illusory conflict
C. Premature concession
D. The illusion of transparency
Which of the following comes closest to implying a win-win situation?
A. reaching a middle ground between negotiators' positions
B. dividing the bargaining zone among the negotiators
C. satisfaction on the part of both negotiating parties
D. leveraging all creative opportunities and resources
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