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Briefly describe the various drives within the Four-drive Theory and explain how drives influence employee motivation.
Distributive Bargaining
A negotiation process focused on dividing a fixed amount of resources between parties.
Bargaining Range
The spectrum or zone between the opening positions of negotiating parties where an agreement is feasible.
Concessions
Compromises made by one or more parties in a negotiation, where they agree to relinquish certain demands or positions.
Target Point
The ideal outcome one hopes to achieve in a negotiation or goal-setting scenario.
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