Briefly explain the difference between content characteristics and value characteristics as they pertain to creating offers in negotiations.
What will be an ideal response?
Value characteristics concern how much the issues and options of different issues are worth to a negotiator, and content characteristics involve the way the negotiation is constructed.
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Tangible long-lived assets include all of the following except
a. land. b. buildings. c. equipment. d. factories. e. franchise rights.
The majority of businesses in the United States today are organized as
A) sole proprietorships. B) partnerships. C) limited partnerships. D) corporations. E) Subchapter S corporations.
As head of the sales team, Kevin has the power to dispense sales leads to the members of the team. He gives the best leads to the personnel who impress him the most at any given moment, and therefore the members of the team are always trying to impress Kevin. He possesses ________ power.
A. coercive B. expert C. reward D. legitimate E. referent
Buyer brokers do not earn a commission, only a flat fee
Indicate whether the statement is true or false