One of the Most Important Sources of Power in a Negotiation

question 51

Multiple Choice

One of the most important sources of power in a negotiation is:

• A) the private conversations that transpire outside of the negotiation room.
• B) the ability to force the low-power party to increase their BATNA
• C) the failure of the other party to effectively transition between integrative and distributive phases
• D) the alternatives available to a negotiator if an agreement is not reached.
• E) the ability to use an integrative approach in a distributive situation.

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Definitions:

Self-Fulfilling Prophecy

A prediction that directly or indirectly causes itself to become true, due to positive feedback between belief and behavior.

Complete Certainty

A state of being without any doubt or possibility of error, often considered unachievable in many areas of knowledge.

Knowledge Requires

The necessity for information, understanding, or skill to achieve a particular task or to understand a subject.

Skeptical

Characterized by an attitude of questioning or doubt, especially regarding claims accepted by others as true.