80. Which of the following is one of the more
common strategies for extreme distributive negotiations?
|
a.
|
Focus on interests, not positions
|
|
b.
|
Invent options for mutual gain
|
|
c.
|
Separate the people from the problem
|
|
d.
|
Make extreme offers and grant
concessions grudgingly, if at all
|
ANS: D
81. ____
negotiations refer to the prescribed ways in which the parties should negotiate
to resolve disputes.
|
a.
|
Normative
|
|
b.
|
Integrative
|
|
c.
|
Distributive
|
|
d.
|
Principled
|
ANS: D
82. All
of the following are principles to increase the likelihood of successful
integrative negotiations except:
|
a.
|
insist on using subjective criteria
|
|
b.
|
invent options for mutual gains
|
|
c.
|
focus on interests, not positions
|
|
d.
|
separate the people from the problem
|
ANS: A
83. The
process by which negotiating parties seek to establish feelings and
relationships is called:
|
a.
|
intraorganizational negotiations
|
|
b.
|
integrative negotiations
|
|
c.
|
attitudinal structuring
|
|
d.
|
distributive negotiations
|
ANS: C
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