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Test Bank for The Mind and Heart of the Negotiator , 7th Edition

Ace your exam with Test Bank for The Mind and Heart of the Negotiator, 7th Edition, a comprehensive collection of MCQs, explanations, and tips for effective studying.

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1The Mind and Heart of the Negotiator, 7e(Thompson)Chapter 1Negotiation: The Mind and The Heart1.1Multiple-Choice Questions1)Anytime you cannot get what you want without the cooperation of others, you are negotiating.In simple terms, negotiation is best described as:A) a contest of wills between opposing partiesB) an interpersonal decision-making process necessary whenever people cannot achieve theirobjectives single-handedlyC) a third-party mediationD) the process of compromise so as to instigate conflict, with one side coming out the victorAnswer: BPage Ref: 1AACSB: Interpersonal relations and teamworkDifficulty: Moderate2) Negotiators need to be effective in terms of maximizing all areas of potential value at thebargaining table. In virtually any negotiation, two things are at stake: economic value and:A) personal reputationB) a person's egoC) relationships and trustD) money and scarce resourcesAnswer: CPage Ref: 2AACSB: Interpersonal relations and teamworkDifficulty:Moderate3) Within organizations, people are increasingly interdependent both laterally and hierarchically.When negotiators are described as being interdependent, that means those people need to knowhow to:A) integrate their interests and work acrossfunctional areasB) have similar incentive structuresC) be self-sufficient and self-focusedD)develop different norms of communicationAnswer: APage Ref: 5AACSB: Interpersonal relations and teamworkDifficulty: Moderate

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The Mind And Heart Of The Negotiato...

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