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From the Lecture slides, start with your bottom line when determining your starting offer (or first counteroffer): Fall 2017 (Ans- False ____is based on an (intermodal) metric of value by which ... people compare different commodities and calculate exchange and cost/benefit ratios. (Ans- Market Pricing Referent Power is the same as: (Ans- Charismatic Power In what way can resources be used in negotiation? (Ans- in exchange and pressure tactics Establishing credibility through honest and accurate statements is an example of: (Ans- Calculus-Based Trust Which of the following statements about source credibility is true? (Ans- People appear more or less credible because of their "presence." Negotiators in communal-sharing relationships tend to craft better quality agreements compared with those in other kinds of negotiations (Ans- True Typically we think at 600 words per minute. (Ans- False Which is not one of the five groupings of power from the book? (Ans- Third Party According to Martin Davidson, perceived issue complexity is an assessment of how intricate the issues driving the conflict are. (Ans- True Compromise and _______ styles are the best for achieving productive conflicts. (Ans- Collaborate According to Behar, face in indirect-confrontation cultures is a person's social reputation. (Ans- True Research has shown that likeability is less important than other credibility factors. (Ans- True In general, two-sided messages are considered to be more effective than one-sided messages. (Ans- True Minimizing personal self-disclosure is an example of: (Ans- Managing Identification-Based Distrust The recency effect: (Ans- states the tendency for the last item presented to be the best remembered. The principle of scarcity suggests that people are harder to influence when they feel that they are obtaining a scarce resource. (Ans- False According to Deepak Malhotra, when you see the other party as opponents, you are more likely to identify and implement value-creating solutions to a problem. (Ans- False [Show More]

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