Starting Points (Or Initial Offers)

question 80

Multiple Choice

Starting points (or initial offers)

• A) are usually contained in the opening statements each negotiator makes.
• B) are usually learned or inferred as negotiations get under way.
• C) are not known to the other party.
• D) are given up as concessions are made.
• E) none of the answers are correct

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Definitions:

Collective Unconscious

A term coined by Carl Jung to describe structures of the unconscious mind shared among beings of the same species.

Preconscious

Thoughts and feelings not currently in conscious awareness but that can easily be brought to consciousness.

Internalized Ideals

Beliefs, values, or norms that an individual adopts and integrates into their sense of self.

Superego

In psychoanalytic theory, the part of the personality that represents ethical or moral standards and strives for perfection.