People may be more motivated to appear moral, rather than to act morally, because to act morally may have a number of costs attached to it.
Negotiation final exam

Quiz
•
Business
•
University
•
Hard

Piotr Szamrowski
Used 56+ times
FREE Resource
35 questions
Show all answers
1.
MULTIPLE CHOICE QUESTION
45 sec • 1 pt
True
False
2.
MULTIPLE CHOICE QUESTION
45 sec • 1 pt
Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.
False
True
3.
MULTIPLE CHOICE QUESTION
45 sec • 1 pt
Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.
False
True
4.
MULTIPLE CHOICE QUESTION
45 sec • 1 pt
Parties feel better about a settlement when negotiations involve a progression of concessions.
True
False
5.
MULTIPLE CHOICE QUESTION
45 sec • 1 pt
Distributive strategies may generate a pattern of repeatedly giving in to keep the other happy or to avoid a fight.
False
True
6.
MULTIPLE CHOICE QUESTION
45 sec • 1 pt
It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.
True
False
7.
MULTIPLE CHOICE QUESTION
45 sec • 1 pt
Parties should enter the integrative negotiation process with few preconceptions about the solution.
False
True
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