Examlex
The bargaining mix,target points,BATNA and resistance points are determined during the ???__________ component of preparing for the negotiation.
Referent Power
Influence based on being admired or respected, allowing individuals to persuade others because of their personality, integrity, or other attractive traits.
Coercive Power
The ability to influence others' behavior by threats, punishment, or negative reinforcement.
Reward Power
The ability of an individual to influence others' actions by controlling the allocation of rewards.
Compliance
The behavior of targets of influence who agree to readily carry out the requests of the leader.
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