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Author Question: What differences can a negotiator effectively capitalize on when trying to expand the pie of ... (Read 22 times)

roselinechinyere27m

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on: Jul 7, 2018
What differences can a negotiator effectively capitalize on when trying to expand the pie of resources?
 
  What will be an ideal response?

Question 2

Which of the following is not a characteristic of integrative negotiation?
 
  A. Maximize total value
  B. Infinite resources
  C. A zero-sum game
  D. Focus on both outcomes and the relationship


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Sammyo

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

A negotiator can capitalize on differences in the valuation of the negotiation issues, in expectations of uncertain
events, in risk attitudes, in time preferences, and on differences in capabilities.

Answer to Question 2

C. A zero-sum game


roselinechinyere27m

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Reply 2 on: Jul 7, 2018
Wow, this really help

alvinum

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Reply 3 on: Yesterday
Thanks for the timely response, appreciate it

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