The party who ________ obtains a better final outcome.
A. focuses on avoiding negative outcomes
B. sticks to their reservation point
C. sets low aspirations
D. makes the first offer
查看答案
Bargaining surplus is the amount of overlap between ________.
A. the buyer's target point and the seller's reservation point
B. the buyer's and seller's target points
C. the buyer's and seller's reservation points
D. the buyer's reservation point and the seller's target point
What does BATNA mean?
A. Best Alternative To Negate Aggression
Bargaining Assets To Negotiate an Agreement
C. Best Alternative To a Negotiated Agreement
D. Begin At The Negotiated Agreement
What is the key to successful negotiation?
A. motivation
B. compromise
C. preparation
D. capitulation
What change in the business world has necessitated that people be more and more dependent on others?
A. increased labor requirement
B. increasing specialization
C. rise in unemployment
D. centralized business structures
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