All of the following are effective strategies for negotiators in their attempt to move a rights- or
power-based counterparty away from rights/power and back to interests except:
A) building in some cooling-off periods during the negotiation
B) maintaining distance and avoiding a face-to-face meeting with the counterparty
C) suggesting a process intervention (e.g., Let's talk)
D) reciprocating rights or power and combining it with interests-based questions
Question 2
Adjudication is a rights-based procedure for resolving disputes. Adjudication is best
characterized as a procedure that:
A) determines who is liable when contradictory standards apply
B) establishes the counterparty's opening offer
C) presents arguments to a third party who hands down a binding decision
D) formalizes goals for the negotiation
Booker T. Washington in his office at Tuskegee Institute, 1900. Washington chose a policy of accommo
Development Strategies
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