Winning, avoiding loss, looking tough or strong to others, not looking weak, or being fair are examples of:
A) integrative tactics
B) BATNAs
C) distributive tactics
D) intangibles
E) tangibles
Correct Answer:
Verified
Q55: Intangibles frequently affect negotiation in a:
A) positive
Q56: Research suggests that too much knowledge about
Q57: Typically, the value stage will precede the
Q58: skills are useful in value creation.
A) Integrative
B)
Q59: Often negotiators do not learn what intangible
Q61: The best negotiators:
A) never use distributive tactics
B)
Q62: Starting negotiations with a positive reputation is
Q63: provides the other party with a clear
Q64: In most situations, one side of the
Q65: Research on negotiator perception and cognition indicates
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