Which of the following is likely to be counter-productive in any negotiation?
A. compromise
B. substantiation
C. making side deals
D. even splits
查看答案
Negotiations that contain only one issue are always ________.
A. presettlement settlements
B. equal-concession negotiations
C. illusory conflicts
D. purely distributive negotiations
Which of the following is true for a purely fixed-sum negotiation?
An equal spilt between both parties is not possible.
Both parties' outcomes can be improved simultaneously.
C. The settlement cannot lie on the Pareto-optimal frontier.
D. One party's gain is the other party's loss.
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
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
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