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
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
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