During a Negotiation You Realize That Your Opponent Is Exhibiting

question 33

Multiple Choice

During a negotiation you realize that your opponent is exhibiting competitive behavior but you are interested in carrying out the negotiation in a cooperative fashion so you continue behaving in a cooperative manner.Which of the following is the strongest argument which justifies this behavior?

• A) In any negotiation situation, it is important not to lose sight of your own interests.
• B) People's choices are driven, in large part, by their relationship with the other party.
• C) It is important to reinforce the behavior immediately after it occurs.
• D) Integrative (pie-expanding) and distributive (pie-slicing) behaviors tend to be reciprocated.

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Definitions:

Promissory Notes

Written promises to pay a specified sum of money to a named party, under specified conditions.

Uniform Commercial Code

A complete collection of regulations that oversee every commercial activity within the United States.

Postdating Checks

Writing a check with a date in the future, which means the check cannot legally be cashed or deposited until that date.

Negotiable Instrument

A voucher guaranteeing that a specified sum of money will be paid, either when demanded or at a certain time, with the payer’s identity specified on the voucher.