UOP MGT 557 Final Exam Guide NEW

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distributive win-lose 3. Which of the following is not one of the four biases that threaten e-mail negotiations? Sinister attribution bias Burned bridge bias Impasse in e-mail negotiations bias Temporal synchrony bias 4. A reservation price is which of the following? what negotiators mean by their "bottom lin the median between your opening bid and bottom line your opening bid in a negotiatio the other party's opening bid in a negotiation 5. The "joining threshold" is: the minimum number of people required for a coalition to be successful.
the level in which a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members. the total number of people who can join a specific condition. the level at which a new member must “pay” in order to join the coalition. 6. Babcock, Wang and Loewenstein found that: negotiators compare themselves to others whose positions are similar in scope and position to their own. negotiation breakdown or impasses are negatively correlated with perceived differences between the disputants chosen comparison groups. the smaller the perceived differences between comparison groups, the greater the likelihood of a breakdown negotiators choose comparison groups to reflect a supportive, self-serving bias for their positions. 7. At the top of the best practice list for every negotiator is: Remembering the intangibles Managing coalition Preparation
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Page 5 and 6: that the parties establish more tha
Page 7 and 8: engage the other in a joint explora
Page 9 and 10: concentrates on documenting the sys
Page 11 and 12: the coalition building stage, the n
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UOP MGT 557 Final Exam Guide NEW

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