Exam 9: Negotiation

Negotiations can involve a third party,teams of individuals,virtual communication,or global negotiating partners.

The _____ strategy is considered when preparing for and in the thick of the negotiation.This strategy relies on the adage "practice makes perfect."

Jack works at Mints Inc. ,is the president of the labor union.He must negotiate with the management for employee benefits.Develop a strategy/script to use in approaching management.

Verdicts resulting from _____ often result in one party being victorious or both parties compromising so severely that the final agreement is perceived as losing by both parties.

When clarifying communication during a negotiation,Jake asks John if he could explain the reasons for his decision.This is an example of a(n)_____ question.

The use of deceptive tactics negotiation,which can include withholding information,stretching the truth,and bluffing,is illegal and severely punishable.

Engineering Design Corp. ,is negotiating contracts with developers.To build future relationship,distributive bargaining strategy should be used.

Frames in negotiations can provide a filter for the other party to assess the negotiator's position.

The BATNA is the bottom line,or the minimum that a negotiator would accept.

Research on interacting negotiating parties suggests that personal rapport is more easily developed in _____ communication than with other channels.