Instrumental interests refer to:
A) When you value or need something in and of itself.
B) When you value or need something because it will help you in the future.
C) Means to an end.
D) Something that you do not value but that will help you win.
Correct Answer:
Verified
Q1: Integrative negotiation _ form of negotiation.
A)Win-lose.
B)Win-win.
C)Lose-win.
D)Lose-lose.
Q3: Separating the person from the problem is
Q4: Using objective criteria is most effective when
Q5: When brainstorming,negotiators should not:
A)Separate the inventing and
Q6: Defining the situation,identifying interests,and building rapport:
A)Take on
Q7: To separate the person from the problem:
A)Consider
Q8: It is inappropriate to be aggressive when
Q9: When negotiating integratively,the focus is on:
A)Interests.
B)Positions
C)Winning.
D)Building rapport.
Q10: Integrative negotiation begins with:
A)Slicing a fixed pie
Q11: Which one of the following is not
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