During Power-Based Negotiations, NIBBLING Refers to

question 25

Multiple Choice

During power-based negotiations, NIBBLING refers to

• A) Biting the other person's ear as a sign of affection.
• B) Asking for additional concessions when the parties are still far apart in their positions.
• C) Anchoring.
• D) Using a tit-for-tat strategy in order to discourage the other person from using further power.
• E) Asking for additional concessions when agreement is near.

Analyze the characteristics and challenges faced by firms at different stages of the industry life cycle.

Calculate and analyze firm profitability under different economic conditions.

Utilize the North American Industry Classification System (NAICS) codes for industry analysis.

Evaluate industry performance using return on equity (ROE) and other financial metrics.

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Definitions:

Disconfirming Response

A communication pattern that rejects or invalidates a person's self-concept.

Impervious Response

A form of non-responsive or dismissive communication in which one ignores or does not react to someone else's communication.

Confirming Response

Statement that causes another person to value himself or herself more.

Supportive Response

A reply or reaction that provides emotional or practical help, underpinning someone's feelings or actions.