5_ the following are proven sources of enchancing one’s power in a negotiation:

Question

5_ the following are proven sources of enchancing one’s power in a negotiation:

knowledge of the other party’s BATNA

high status

using punishment as negative reinforcement

Both A and B are correct

6_ when a group of three or more parties, each representing their own interest at resolve perceived differences of interest is referred to as:

a multiparty negotiation

a multi-issue negotiation

a distributive negotiation

none of the above

7_ the following are all challenges for multiparty negotiations, EXCEPT:

voting paradoxes

communication challenging

crowd behavior

dealing with coalition

8_ which statement(s) is/are true about gender differences in negotiation

on average, men claim more value than women

on average, women do not as for enough when they make

on average, men initiate negotiations more than women

all of the above are true

Explanation / Answer

Q 5_ Both A and B are correct

Q 6_ a multiparty negotiation

Q 7_ Crowd behavior

Challenges of multiparty negotiation are voting paradoxes and majority rule, formulating trade-offs, dealing with coalitions, dividing resources and communication challenges (such as side meetings between individuals

Q 8_ All of the above are true

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