Besides language and currency issues, one of the main challenges that globalization presents for
negotiators is:
A) finding housing for employees
B) the tendency of people to see what they want to see when appraising their own
performance
C) learning and adjusting to different norms of communication between parties
D) controlling the economic forces within the country
Question 2
Regarding some of the major shortcomings that negotiators struggle to overcome, lose-lose
negotiation occurs when negotiators:
A) settle for too little by making concessions that are too small
B) accept all terms offered by the counterparty
C) leave money on the table because they fail to recognize and exploit opportunities for
mutual gain
D) do not sign a binding contract
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