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Author Question: What are some of the main differences between cooperatively-motivated groups of negotiators and ... (Read 46 times)

RRMR

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on: Jul 7, 2018
What are some of the main differences between cooperatively-motivated groups of negotiators and
  individualistically-motivated negotiators?
 
  What will be an ideal response?

Question 2

According to Weber, rational-legal authority emerges due to qualities that a person possess, such as charisma or wealth.
 
  Indicate whether the statement is true or false


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macagn

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

When both negotiators have a cooperative orientation, they can be more effective in terms of maximizing the pie.
For example, cooperatively motivated negotiators outperform individualists in terms of pie -expansion. Highly
cooperative negotiators use more integrative strategies (such as information exchange), make more proposals for
mutual coordination, and use fewer distributive tactics. Moreover, the more cooperatively motivated people present
in a negotiation, the more integrative information is exchanged. When individualistically-motivated negotiators
are at the table, distributive strategies increase. Cooperators and individualists take different roads to reach
win-win outcomes. Individualists use the multiple -offer strategy and indirect information exchange strategy; in
contrast, cooperators share information about interests and priorities directly.

Answer to Question 2

FALSE


RRMR

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Reply 2 on: Jul 7, 2018
Gracias!

lcapri7

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Reply 3 on: Yesterday
Excellent

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