Which of the following is least likely to lead to a lose-lose negotiation?
A. illusory conflict
B. fixed-pie perception
C. logrolling
D. substantiation
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Which of the following best describes a "flower child" negotiator?
A. one who adopts a tough, hard stance to negotiate successfully
B. one who claims resources rather than expanding the pie
C. one who believes that adopting a soft stance can lead to successful negotiations
D. one who is so busy expanding the pie that he or she forgets to claim resources
In a negotiation, the issue mix ________.
A. occurs when one negotiator misunderstands the other
B. occurs when negotiators' preference strengths coincide
C. is the conflict between negotiators' desires
D. is the union of both parties' considerations
Which of the following occurs during the postsettlement settlement strategy?
A. Negotiators explore other options while maintaining their BATNA constant.
B. Negotiators stop exploring other options and accept the settlement as a permanent fixture.
C. Negotiators decide to reject the previously decided-upon settlement and cease negotiation.
D. Negotiators explore other options with the goal of finding another that both prefer more than the current one.
Which of the following represents the characteristics of presettlement settlements？
A. informal, long-term and partial
B. unilateral, long term and formal
C. formal, initial and partial
D. formal, complete and unilateral
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