35) When a negotiator devises an ideal outcome of set or favorable set of terms that desire to achieve, that is also known as their ________.
a) reservation point
b) target point
c) BATNA
d) anchor point
e) none of the above
36) True or False. The more risk averse the negotiator, the more likely it is that they will make greater concessions.
37) A counterfactual thinker will undermine negotiations and the outcomes they might achieve because they devote an unhealthy amount of time to thinking about:
a) how to get what they want
b) what might have been
c) the other party’s willingness to commit
d) their ability to trust the other party
e) all of the above.
38) Which one of the following is the hallmark of reaching a truly integrative negotiated agreement?
a) when negotiators reach agreement and avoid impasse
b) when negotiators reveal their individual interests in order to reach a negotiated agreement
c) when negotiators keep their positions confidential and do not disclose their BATNA’s or reservation points and, in so doing, are able to achieve a negotiated agreement
d) when negotiators use compromise to achieve win-win agreements
e) none of the above.
39) True / False. Negotiators high in perspective taking ability and those who are cooperative are most likely to avoid the dangerous pitfall of creating a false-conflict.
40) True / False. The only way that a negotiator can learn another party’s true interests, if the other party declines to reveal them on their own or after being asked, is through the negotiator’s ability to engage in inductive reasoning.
35. The correct answer is Option B. This is called the target point.
36. True. Those who tend to avoid risk are more likely to make concessions.
37. The correct answer is Option B. An unhealthy amount of time is spent in thinking what could have been.
38. The correct answer is Option B. It is when negotiators reveal their individual interests in order to reach a negotiated agreement.
Please post the other questions separately. As per our answering guidelines we are supposed to answer just one question or four sub parts of the same question.
35) When a negotiator devises an ideal outcome of set or favorable set of terms that...
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