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 176 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
Excellent

Chelseyj.hasty

  • Member
  • Posts: 319
Reply 3 on: Yesterday
Gracias!

« previous next »
 

Did you know?

Though newer “smart” infusion pumps are increasingly becoming more sophisticated, they cannot prevent all programming and administration errors. Health care professionals that use smart infusion pumps must still practice the rights of medication administration and have other professionals double-check all high-risk infusions.

Did you know?

Astigmatism is the most common vision problem. It may accompany nearsightedness or farsightedness. It is usually caused by an irregularly shaped cornea, but sometimes it is the result of an irregularly shaped lens. Either type can be corrected by eyeglasses, contact lenses, or refractive surgery.

Did you know?

There are 20 feet of blood vessels in each square inch of human skin.

Did you know?

As many as 20% of Americans have been infected by the fungus known as Histoplasmosis. While most people are asymptomatic or only have slight symptoms, infection can progress to a rapid and potentially fatal superinfection.

Did you know?

Bisphosphonates were first developed in the nineteenth century. They were first investigated for use in disorders of bone metabolism in the 1960s. They are now used clinically for the treatment of osteoporosis, Paget's disease, bone metastasis, multiple myeloma, and other conditions that feature bone fragility.

Science versus religion: What accounts for the conflict and tension that have existed between them? Science versus religion: What accounts for the conflict and tension that have existed between them?
Downwelling occurs when surface waters cool, and also when they lose moisture through evaporation. ... Downwelling occurs when surface waters cool, and also when they lose moisture through evaporation. ...
Apply vibration clockwise around abdomen with fingertips to points in a circle over the colon. Apply vibration clockwise around abdomen with fingertips to points in a circle over the colon.
Press along sen lines and marma points on inner forearm. Press along sen lines and marma points on inner forearm.
Calculus help: Show that y has three points of inflection and they all lie on... Calculus help: Show that y has three points of inflection and they all lie on...
BOILING POINTS BOILING POINTS
Video: Structures that affect circulation - kidneys and blood volume and skeletal muscle pumping

For a complete list of videos, visit our video library