During a salary negotiation, Anna focuses on keeping the conversation pleasant. She agrees to a lower offer just to avoid tension. Her negotiation style is:, Soft Style, Hard Style, Principled Style, She does not negotiate, Two department are negotiating over office space. Finally they agree to split the floor in a way that satisfies both parties. This is an example of:, Distributive Negotiation, Integrative Negotiation, Positional Negotiation, Competetive Negotiation, A seller opens at €12,000 for a car worth €9,000; the buyer counters €10,500. Which mechanism best explains the buyer’s high counter-offer?, Reciprocity Norm, Anchoring Bias, BATNA Overestimation, Usage of Soft Negotiation Style, A negotiator feels provoked by a counterpart’s sarcasm but deliberately reframes the remark as stress rather than hostility. Which of the Harvard Negotiation Project guidelines is being applied?, Focus on position, not interest, Use extreme anchor early, Separate people from the problem, Insist of using objective criteria, Using a “range offer” (like “I can pay between €8k–€9k”) rather than a single extreme figure can, Strengthen anchoring by adding a high anchor, Eliminate BATNA considerations, Guarantee integrative outcomes, Weaken the anchoring effect and increase perceived flexibility, A seller opens with an extreme price and the buyer then makes a counteroffer much closer to that anchor. Which personality feature would increase a buyer’s susceptibility to this anchor?, Low Extraversion, High Agreeableness, High Conscientiousness, High Openness, When should you identify your BATNA?, Before the negotiation starts, During negotiation, after hearing the offer, You do not need to, it is easier to negotiate without identifying it, When you start feeling stressed during the negotiations, People form individualistic cultures uses only integrative approach in negotiation, while people form collectivistic cultures only distributive approach., True, False, According to Harvard Negotiation Project, negotiation is about:, Winning , Finding wise and practical solution without caring about the relationship, Finding a solution that would not be ideal, but will not hurt the relationship, Finding wise solution and maintaing good relationship.

Negotiation

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