Reference no: EM132249371
1. During which phase of the negotiation process do the parties exchange their initial proposals or demands?
bargaining and problem-solving
clarification and justification
opening and initiating
integration of preferences
definition of ground rules
2. Those who believe they will be more successful in negotiation situations tend to ________.
perform well but not great
overestimate their abilities and fail
underestimate their opponent and fail
forget to seek council from others
perform more effectively
3. In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?
justifying your original demands
determining where the negotiation will take place
determining your best alternative to a negotiated agreement
designing procedures for implementing the agreement that has been worked out
exchange of the initial proposals or demands
4. The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Cooperativeness indicates the degree to which ________.
the parties attempt to find a win-win solution
one party attempts to satisfy his or her own concerns
the parties are willing to involve third-party conflict resolution techniques
one party attempts to satisfy the other party's concerns
one party attempts to suppress the conflict