Reference no: EM132156803
1. All of the following are strategies that can increase the creativity of negotiated settlement EXCEPT:
Fractionating the problem into solvable parts
Non-Specific compensation (i.e., finding a way to pay the other party that is not part of the original deal)
Selective attention (focus only on issues that are most important to you)
Cost cutting (i.e., finding ways to minimize the losses incurred by the other party)
2. Which of the following strategies is a proven solution for building trust where none exists?
avoid conflict; avoid discussion of sensitive issues
agree on a common goal or shared vision
attempt to come to agreement on events that have occurred in the past
use deterrence-based trust techniques
3. The following strategies are all ways of building trust, EXCEPT:
disclosing information about yourself
using self-enhancement strategies
using flattery
finfing a shared/common enemy
4. for contingency contracts to work effectively, negotiatiors need to do all of the following:
find some point of difference or disagreement about a relevant aspect of the deal
use clear and measurable criteria
be able to enforce the terms of the contract
all of the above
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