The notion that negotiation is both art and science is especially valid at the cross-cultural or international level. Explain the "art" and "science" of negotiation.
What will be an ideal response?
The science of negotiation provides research evidence to support broad trends that often, but not always, occur during negotiation. The art of negotiation is deciding which strategy to apply when, as well as choosing which models and perspectives to apply to increase cross-cultural understanding.
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What measurement of expectancy theory is +1 when a person believes good effort will lead to high performance?
A. expectancy B. instrumentality C. effort D. valence
According to Oliver (1990) organizations collaborate for six main reasons: Necessity, Asymmetry, Reciprocity, Efficiency, Stability, and Legitimacy. The reason organizations collaborate to gain respect and improve its image, such as Shell working with Greenpeace, is __________.
a. Asymmetry b. Stability c. Necessity d. Legitimacy
A major drawback of using a low-cost provider strategy is
A. capturing volume gains and achieving economies of scale. B. relying on approaches to reduce costs that can be easily copied. C. development of cost-saving technological breakthrough that cannot be readily adopted by rival firms. D. beneficial and sustainable cost reduction. E. industry cost leadership.
Which of the following would NOT be subject to negotiation between a buyer and supplier?
A) price B) credit and delivery terms C) quality standards D) cooperative advertising agreements E) All of the above could be negotiated.