Give two examples, preferably from an organization that you work for or have worked with, of people using power. Identify the power base and describe the behavior and how it affected human relations and performance.
What will be an ideal response?
Student answers will vary; additional sample answers may be found in the IM.
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Three tactics to elicit information from the other negotiator when they mistrust you is to share information and encourage reciprocity, negotiate multiple issues simultaneously, and make multiple ________ at the same time.
Fill in the blank(s) with the appropriate word(s).
Explain the reasoning behind the popularity of the values-based culture.
What will be an ideal response?
Going to court to resolve a conflict is not a desirable best alternative to a negotiated agreement (BATNA)
Indicate whether the statement is true or false.
Exchange rate quotations consist solely of direct quotations.
Answer the following statement true (T) or false (F)