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Question
Even cooperatively motivated negotiators have less trust, exchange less information about preferences and priorities, and achieve agreements of lower joint profit when they can ____________ the other party than when they do not have this capability.
Answer
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Related questions
Q:
On the other hand, negotiators who do not believe anything that the other party tells them will have a very difficult time reaching an agreement.
Q:
Negotiators can illuminate definitions of _____________ that the other party's holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation.
Q:
Negotiators who are better prepared have numerous ____________.
Q:
Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?
Q:
Why is a BATNA a good source of power?
Q:
How can centrality in network be determined?
Q:
In which of the following types of power based on personality and individual differences would you find a person characterized by beliefs that power is distributed relatively equally across various groups, which compete and bargain for a share of the continually evolving balance of power?
A.the unitarian.
B.the radical.
C.the pluralist.
D.the idealist.
E.the conformist.
Q:
Which of the following is not a major source of power from one of the five different groupings?
A.Informational sources of power.
B.Personal sources of power.
C.Organizational sources of power.
D.Relationship-based sources of power.
E.Contextual sources of power.
Q:
Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies?
A.interests, information, effectiveness.
B.effectiveness, coercion, deception.
C.interests, rights, power.
D.deception, reward, position.
E.information, position, rights.
Q:
Visibility is the same as centrality or criticality in network structure.
Q:
Personal reward power cannot be derived from the target being influenced because the agent liked them or showed them some form of social acceptance.
Q:
Organization and national culture are both descriptors of contextual power.
Q:
According to Deutsch, an actor does not have power in a given situation and cannot satisfy the purposes that he is attempting to fulfill in that situation.
Q:
Define social bandwidth.
Q:
Some nonverbal acts, called attending behaviors, are particularly important in connecting with another person during a coordinated interaction like negotiation. Why?
Q:
How can using the five linguistic dimensions make threats more credible and compelling?
Q:
Having a BATNA changes which things in a negotiation?
Q:
Which of the following are types of manageable questions?
A.close-out questions that force the other party into seeing things your way
B.leading questions that point toward an answer
C.impulse questions that occur "on the spur of the moment," without planning
D.loaded questions that put the other party on the spot regardless of his/her answer
E.None of the above is types of manageable questions.
Q:
Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using
A.positively polarized descriptions of the other party.
B.low immediacy.
C.high intensity.
D.low verbal diversity.
E.None of the above can make threats more credible and compelling.
Q:
Which of the following is not one of the five linguistic dimensions of making threats?
A.the use of polarized language
B.the conveyance of verbal immediacy
C.the degree of lexical diversity
D.the extent of low-power language style
E.All of the above are elements of the five linguistic dimensions of making threats.
Q:
High levels of language intensity are used to convey strong feelings in the recipient, while low intensity conveys weak feelings.
Q:
Low verbal immediacy is intended to engage or compel the other party, while high verbal immediacy is intended to create a sense of distance or aloofness.
Q:
Define cognitive biases.
Q:
List the five concepts from Chinese culture, as identified by C. Tinsley that those attempting to negotiate in China should recognize.
Q:
Which of the following lists the stages of the perceptual process in the correct order?
A.stimulus, translation, attention, recognition, behavior
B.stimulus, behavior, translation, attention, recognition
C.stimulus, attention, recognition, translation, behavior
D.behavior, stimulus, recognition, attention, translation
E.None of the above lists the stages of the perceptual process in the correct order.
Q:
Perception is
A.the process by which individuals connect to their environment.
B.strongly influenced by the receiver's current state of mind, role and understanding or comprehension of earlier communications.
C.a factor that can affect how meanings are ascribed.
D.a complex physical and psychological process.
E.All of the above describe perception.
Q:
When brought into the conversation, these secondary concerns often transform the conversation about the primary issues.
Q:
A perceptual bias is the subjective mechanism through which people evaluate and make sense out of situations.
Q:
If perceptual distortions and initial assumptions are correct, then negotiators may not be able to reverse their effects.
Q:
Stereotyping and halo effects are examples of perceptual distortion by the anticipation of encountering certain attributes and qualities in another person.