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Author Question: How does the balance of power between negotiators affect the processes and outcomes of negotiation? ... (Read 93 times)

dalyningkenk

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on: Jul 7, 2018
How does the balance of power between negotiators affect the processes and outcomes of negotiation?
 
  What will be an ideal response?

Question 2

Which of the following is a power tactic that involves making an extreme opening offer in an attempt to throw the other party off balance?
 
  A. Good cop/bad cop.
  B. Highball/lowball.
  C. Imposing sanctions.
  D. Intimidation.


kiamars2010

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Reply #1 on: Jul 7, 2018
Answer to Question 1

For symmetric high-power dyads, value creation is associated with increased mutual accommodation, but in
low-power dyads, value creation is associated with greater contentiousness. Asymmetric power dyads maximize
value creation when they adopt a neutral stance, neither overusing or under using accommodation or
contentiousness.

Answer to Question 2

B. Highball/lowball


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