Negotiators can capitalize on the reciprocity principle by ________.
A. both parties keeping high aspiration points
B. both parties sharing information about their interests
C. both parties keeping low aspiration points
D. both parties hiding their reservation points
查看答案
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
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.
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