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Negotiation 1.1 KC
| Term | Definition |
|---|---|
| The idea that if someone does something for you, you should do something for them is known as ________. | |
| A(n) ________ is the first offer made by a party in any negotiation and serves as an anchor in that it sets a boundary on the negotiation. | |
| A _____ is the lens through which you view a negotiation, which also influences your behavior in a negotiation. | |
| If the resistance points of the parties overlap, the bargaining range is ____. | |
| If the resistance points of the parties are identical, the bargaining range is ____ and settlement can only occur at that point. | |
| If there is no overlap of the resistance points, the settlement range is _______ and there will be no settlement unless one (or both) of the parties adjusts his or her resistance point. | |
| The best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation is known as the ________. | |
| What the parties actually agree upon is known as the ________. | |
| ________ is considered a valid approach in the Thomas-Kilmann Model but not in the Dual Concerns Model. | |
| In the Thomas-Kilmann Conflict Styles Model a person who is high on both concern for the relationship and concern for substantive issues is likely to adopt a(n) ________ approach. |
Created by:
kwhitney