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Exam 8: Interpersonal Negotiation

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Question 21

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From a competitive approach, Principled Negotiation may appear weak. According to the authors of your text, strength or toughness comes in the form of:

A) accommodating the other.
B) firm flexibility.
C) standing up for your principles at all costs.
D) relying on criteria established by others.
E) inherent interests

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Question 22

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In what ways is principled negotiation different form other forms or perspectives of negotiation?

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Principled negotiation, also known as in...

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Question 23

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Negotiation that is transformational is defined as

Which of the following are potentially constructive ways to balance power in a negotiation?

Luckily, negotiation is similar in all cultures, so once you've learned what is negotiable in one culture, you'll be ready for other cultures.

Describe how cultural assumptions of negotiation can be problematic. What suggestions do you have for managing potential problems?

At the beginning of the chapter, your authors stated that you may not think of yourself as a "negotiator." What do you think now? Explain. Do you think you are more of a competitive or collaborative negotiator? Provide examples to support your answer. Finally, what communication skills do you have that help you negotiate with others?

"Tradeoffs" are a strategy used in competitive bargaining.