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Assignment 8 Chapter 11
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- 1What is the "integrative perspective" approach to negotiations?An "integrative" or "win-win" perspective is one in which the various interests have the potential to be combined to create a more valuable outcome for all of the parties.
- 2What are the four criteria used to evaluate the effectiveness of a negotiation?1) Efficiency; 2) the satisfaction of the parties; 3) full realization or utilization of the value of the goods; and 4) the preservation or improvement of the relationship
- 3Define "resistance point."The "resistance point" is the point you will not cross, and at which you will walk away from the table to your next best alternative.
- 4What are three ways to balance the fine line between revealing too much and concealing too much information?1) Begin by communicating less pertinent information; 2) provide information in a reciprocal fashion; and 3) consider offering up and comparing proposals involving multiple issues.
- 5Describe the "distributive perspective" of negotiation.A "distributive perspective" involves viewing the negotiation as a conflict, with one winner and one loser.
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- Fichas sobre Assignment 8 Chapter 11, creado por talktothehan el 13/01/2016.
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