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Author Question: The Boulwarism strategy, named after a former CEO, often engenders hostility from the counterparty ... (Read 12 times)

TFauchery

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on: Jul 7, 2018
The Boulwarism strategy, named after a former CEO, often engenders hostility from the
  counterparty because it prescribes that negotiators should:
 
  A) manipulate the counterparty's reservation point
  B) immediately re-anchor the negotiation if the other party opens first
  C) make their first offer their final offer
  D) lie about their reservation point

Question 2

According to a research study examining post-negotiation satisfaction, negotiators who focus on
  their ideal outcomes do not feel as satisfied as negotiators who focus on their:
 
  A) BATNA B) first offer
  C) negotiator's surplus D) ZOPA


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underwood14

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

C

Answer to Question 2

A


TFauchery

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Reply #2 on: Jul 7, 2018
Thank you


underwood14

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Reply #3 on: Jul 7, 2018
No problemo


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