Distributive negotiation - Study guides, Class notes & Summaries

TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry and David Saunders ISBN13: 9781260399455 A+ TABLE OF CONTENTS 1. The Nature of Negotiation 2. S trategy and Tactics of Distributive Bargaining 3. Strategy and Tactics of Integrative Negotiation 4. Negotiation: Strategy and Planning 5. Ethics in Negotiation 6. Perception, Cognition, and Emotion 7. Communication 8. Finding and Using Negotiation Power 9. Relationships in Negotiation 10. Multiple Parties, Groups, an...

Texas All Lines Adjuster License Final Exam (The Adjuster School)Uninsured Motorist This type of Auto Coverage pays for your damages if you were involved in a hit-and-run: Uninsured Motorist Comprehensive Liability Collison Liability What is the responsibility to another for one's negligence? Hazard Liability Risk Negligence Deductible The amount the insured must pay in a loss before any payment is due is known as: Loss Ratio Deductible Premium Surcharge Conditions...

Tangible correct answers The price or terms of a negotiation. Intangibles correct answers The underlying psychological motivations that may directly or indirectly influence the parties during a negotiation. Negotiation correct answers Decision-making situations in which two or more interdependent parties attempt to reach agreement. Characteristics of a Negotiation Situation correct answers 1. There are two or more parties. 2. There is a conflict of needs or desires between the parties ...

TABLE OF CONTENTS Chapter 1 The Nature of Negotiation Chapter 2 Str ategy and Tactics of Distributive Bargaining Chapter 3 Strategy and Tactics of Integrative Negotiation Chapter 4 Negotiation: Strategy and Planning Chapter 5 Ethics in Negotiation Chapter 6 Perception, Cognition, and Emotion Chapter 7 Communication Chapter 8 Finding and Using Negotiation Power Chapter 9 Relationships in Negotiation Overview Chapter 10 Multiple Parties, Groups, and Teams in Negotiation Overview Chapter 11 Interna...

CSSM Test Questions & Answers 2024/2025 The _______ approach to negotiation is based upon a win-win perspective whereby the intent is to satisfy both parties. A. Distributive B. Formative C. Integrative D. Summative - ANSWERSC. Integrative Negotiation is seen as a situation requiring what type of behavior? A. Aggressive and combative B. Assertive and competitive C. Collaborative and permissive D. Democratic and inclusive - ANSWERSB. Assertive and competitive The concept that m...

BUAD 304 Final Exam | Questions and Answers How jobs in a company are formally grouped, divided, and coordinated is called organizational structure Name the six aspects of organizational structure (hint SF DC WC) -span of control -formalization -departmentalization -chain of command -work specialization -centralization How wide or lean a company structure is referred to as its span of control How standardized a job is in an organization is called Formalization Just like how the army has a form...

TEST BANK for Essentials of Negotiation 6th Edition by Roy Lewicki, Bruce Barry and David Saunders All chapters A+TABLE OF CONTENTS Chapter 1 The Nature of Negotiation Chapter 2 Str ategy and Tactics of Distributive Bargaining Chapter 3 Strategy and Tactics of Integrative Negotiation Chapter 4 Negotiation: Strategy and Planning Chapter 5 Ethics in Negotiation Chapter 6 Perception, Cognition, and Emotion Chapter 7 Communication Chapter 8 Finding and Using Negotiation Power Chapter 9 Relationships...

TABLE OF CONTENTS: Chapter 1:The Nature of Negotiation Chapter 2:Strategy and Tactics of Distributive Bargaining Chapter 3:Strategy and Tactics of Integrative Negotiation Chapter 4:Negotiation: Planning and Strategy Chapter 5:Individual Differences: Know Yourself and Your Counterpart Chapter 6:Perception, Cognition, and Emotion Chapter 7:Communication Process and Outcomes Chapter 8:Negotiation Power and Persuasion Chapter 9:The Dynamics of Disputes and Third-Party Help Chapter 10:Confronting the...

TEST BANK for The Mind and Heart of the Negotiator 7th Edition by Thompson Leigh. ISBN 9780135198667, ISBN-13: 9780135641262. -TABLE OF CONTENTS_ PART 1: NEGOTIATION ESSENTIALS 1. Negotiation: The Mind and the Heart 2. Preparation: What to Do Before Negotiation 3. Distributive Negotiation: Claiming Value 4. Integrative Negotiation: Expanding the Pie PART 2: NEGOTIATION SKILLS 5. Understanding Personality and Motivation 6. Managing Emotions and Contentious Negotiations 7. Establishing Trust and B...

TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false. 1) Distributive bargaining is basically a competition over who is going to get the most of a limited resource. Answer: True False 2) Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the strategy and tactics they employ. Answer: True False 3) Many people use distributive bargaining strategies and tactics almost exclusively, negotia...