Negotiation Preparation and Fixed-Pie Perception
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Questions and Answers

What is the commonly assumed necessity in negotiations according to the fixed-pie perception?

  • Hard bargaining with the counterparty
  • Capitulation by one party to the other
  • Compromise between opposing demands
  • Concessions from both parties (correct)

    • What is the ineffective approach to negotiations, according to the text?

  • Fixed-pie perception (correct)
  • Compromise between opposing demands
  • Resignation to capitulation
  • Hard bargaining

    • What does the more accurate model of negotiation involve, based on the text?

  • Resignation to hard bargaining
  • Both cooperation and competition (correct)
  • Capitulation by one party to the other
  • Compromise between opposing demands

    • What does effective preparation for negotiation encompass, according to the text?

    <p>Self-assessment, assessment of the counterparty, assessment of the situation</p> Signup and view all the answers

    What do most negotiators believe based on the fixed-pie perception?

    <p>Whatever is good for one party must be bad for the other party</p> Signup and view all the answers

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