This topic contains a solution. Click here to go to the answer
« previous next »

Author Question: In negotiation, conflict occurs when there is no overlap between the parties' resistance points. ... (Read 178 times)

lak

  • Hero Member
  • *****
  • Posts: 546
on: Jul 7, 2018
In negotiation, conflict occurs when there is no overlap between the parties' resistance points.
 
  Indicate whether the statement is true or false

Question 2

Why is it important for a negotiator to ask the counterparty diagnostic questions about their underlying
  interests and priorities?
 
  What will be an ideal response?


Related Topics

Need homework help now?

Ask unlimited questions for free

Ask a Question
Marked as best answer by a Subject Expert

Carissamariew

  • Sr. Member
  • ****
  • Posts: 359
Reply #1 on: Jul 7, 2018
Answer to Question 1

True

Answer to Question 2

Negotiators who ask the counterparty about their preferences are much more likely to reach integrative agreements
than negotiators who do not ask the other party about his or her priorities. Diagnostic questions help negotiators
discover where the value is, and such questions do not tempt the other party to lie or misrepresent themselves.
Asking the other party about their BATNA or reservation price might induce him or her to exaggerate or lie, but it
is not immediately clear why or how a negotiator would lie about his or her underlying needs. Thus, diagnostic
questions are effective because they do not put negotiators on the defensive.


lak

  • Member
  • Posts: 546
Reply 2 on: Jul 7, 2018
:D TYSM

peter

  • Member
  • Posts: 330
Reply 3 on: Yesterday
Great answer, keep it coming :)

« previous next »
 

Did you know?

According to the CDC, approximately 31.7% of the U.S. population has high low-density lipoprotein (LDL) or "bad cholesterol" levels.

Did you know?

ACTH levels are normally highest in the early morning (between 6 and 8 A.M.) and lowest in the evening (between 6 and 11 P.M.). Therefore, a doctor who suspects abnormal levels looks for low ACTH in the morning and high ACTH in the evening.

Did you know?

As of mid-2016, 18.2 million people were receiving advanced retroviral therapy (ART) worldwide. This represents between 43–50% of the 34–39.8 million people living with HIV.

Did you know?

Bacteria have been found alive in a lake buried one half mile under ice in Antarctica.

Did you know?

Fungal nail infections account for up to 30% of all skin infections. They affect 5% of the general population—mostly people over the age of 70.

human skin and pressure points human skin and pressure points
Although males tend to be larger than females, the two overlap significantly in size. The size of a Although males tend to be larger than females, the two overlap significantly in size. The size of a
Karl Marx (1818–1883) believed that the roots of human misery lay in class conflict, the ... Karl Marx (1818–1883) believed that the roots of human misery lay in class conflict, the ...
Acquired resistance. Acquired resistance.
A typical air vane sensor with the cover removed. The movable arm contacts a carbon resistance path ... A typical air vane sensor with the cover removed. The movable arm contacts a carbon resistance path ...
Write a net ionic equation for the precipitation reaction that occurs. Write a net ionic equation for the precipitation reaction that occurs.
Video: Integumentary Anatomy

For a complete list of videos, visit our video library