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Seeking power in negotiation usually involves which of the following? The negotiator wants to gain his/her own advantage in the negotiation All of the above/below The negotiator believing he/she needs more power than the other party The negotiator believing he/she has less power than the other party Question 23 When effective groups discuss bd behavior, poor performance or insubordination, this is categorized as undiscussable issues. making decisions by consensus. testing inferences. an explanations of statements. Which of the following questions should be asked when working towards improving relationships? All of the above/below What might be causing any misunderstanding? What might be causing one, or both parties, to get upset? What might be causing a lack of trust? Question 21 Self constraint as a way to deal with others with more power limits the ways and with whom you can do business. creates confusion and competitiveness. involves establishing multiple relationships. focuses on aggression. Which statement is TRUE about reputation? They are not influenced by expectations. They are shaped by one's past behavior. They are easy to change once they are developed. They are perceived the same by everyone. Question 19 4 pts Americans being perceived as always being in a hurry is an example of which cultural influence on negotiation? Emotionalism Time sensitivity Groups vs, individuals Risk propensity All of the phrases below are associated with equality matching EXCEPT: People are distinct but equal People contribute disproportionately. People take turns. People adequately share. Question 17 Defining the term consensus is an example of which effective group attribute? Test assumptions Focus on interests Agree on the meaning of important words Discuss undiscussable issues During the agreement stage of managing multiparty negotiations, negotiators are likely to encounter new issues that were not previously addressed. appointment of a chairperson. establishment of member roles the restructuring of the agenda. Question 15 Fluctuation of the exchange value of currencies from country to country is an example of which factor within the environmental context? External Stakeholders Culture Ideology International Economics