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 154 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
:D TYSM

bimper21

  • Member
  • Posts: 309
Reply 3 on: Yesterday
Great answer, keep it coming :)

« previous next »
 

Did you know?

More than 20 million Americans cite use of marijuana within the past 30 days, according to the National Survey on Drug Use and Health (NSDUH). More than 8 million admit to using it almost every day.

Did you know?

Elderly adults are living longer, and causes of death are shifting. At the same time, autopsy rates are at or near their lowest in history.

Did you know?

There can actually be a 25-hour time difference between certain locations in the world. The International Date Line passes between the islands of Samoa and American Samoa. It is not a straight line, but "zig-zags" around various island chains. Therefore, Samoa and nearby islands have one date, while American Samoa and nearby islands are one day behind. Daylight saving time is used in some islands, but not in others—further shifting the hours out of sync with natural time.

Did you know?

Each year in the United States, there are approximately six million pregnancies. This means that at any one time, about 4% of women in the United States are pregnant.

Did you know?

The toxic levels for lithium carbonate are close to the therapeutic levels. Signs of toxicity include fine hand tremor, polyuria, mild thirst, nausea, general discomfort, diarrhea, vomiting, drowsiness, muscular weakness, lack of coordination, ataxia, giddiness, tinnitus, and blurred vision.

human skin and pressure points human skin and pressure points
Mitosis + Check Points 4 of 5 Mitosis + Check Points 4 of 5
Karl Marx (1818–1883) believed that the roots of human misery lay in class conflict, the ... Karl Marx (1818–1883) believed that the roots of human misery lay in class conflict, the ...
A typical air vane sensor with the cover removed. The movable arm contacts a carbon resistance path ... A typical air vane sensor with the cover removed. The movable arm contacts a carbon resistance path ...
Reference points for posture analysis. Reference points for posture analysis.
Complete the following production chart and plot the points. Complete the following production chart and plot the points.
Video: What is Reverse Osmosis?

For a complete list of videos, visit our video library