In the case of a distributive bargaining, the ________ point ...

[Kthamas]

In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.
 
  A) resistance
  B) distribution
  C) target
  D) bargaining
  E) focus

Question 2

Shirley Shands is a hard worker, but Debra, her manager, is irritated with her.
 
  While Debra concedes that Shirley's work gives her no cause for complaint, Debra is tired of the interruptions in her work because of Shirley asking for repeated clarifications over what exactly she has to say in e-mails or phone calls. She often requests Debra to proofread her e-mails before sending them, and Debra feels she sends too many e-mails instead of just speaking to the person concerned. From the scenario, we can conclude that ________.
  A) Shirley processes her e-mails in an automatic and superficial manner
  B) Shirley and Debra come from a high-context culture
  C) Debra is engaging in social loafing
  D) Shirley suffers from communication apprehension
  E) Shirley uses filtering when communicating with Debra

[kjo;oj]

Answer to Question 1

C
Explanation: C) Each party in a negotiation has a target point that defines what he or she would like to achieve. Each also has a resistance point, which marks the lowest outcome that is acceptable, or the point below which the party would break off negotiations rather than accept a less favorable settlement.

Answer to Question 2

D
Explanation: D) Undue tension and anxiety about oral communication, written communication, or both is called communication apprehension. People who suffer from this condition may find it extremely difficult to talk with others face-to-face or may become extremely anxious when they have to use the phone, relying on memos or e-mails when a phone call would be faster and more appropriate.