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Questions and Answers
What is the commonly assumed necessity in negotiations according to the fixed-pie perception?
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?
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?
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?
What does effective preparation for negotiation encompass, according to the text?
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What do most negotiators believe based on the fixed-pie perception?
What do most negotiators believe based on the fixed-pie perception?
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