According to Ury,Brett,and Goldberg,negotiators Who Focus on Rights ________

question 49

Multiple Choice

According to Ury,Brett,and Goldberg,negotiators who focus on rights ________.

• A) use integrative bargaining strategies and try to expand the bargaining zone
• B) apply standards of fairness to negotiation based upon norms
• C) attempt to learn about the other party's underlying needs, desires, and concerns
• D) use status, rank, threats, and intimidation to get their way

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Definitions:

Values and Actions

Values and actions refer to the relationship between what individuals believe in, consider important, and how they behave or act in various situations.

Individual Realms

Focuses on areas or fields where individual actions, choices, or behaviors are predominant.

Presumption

An assumption or belief that is taken as true without concrete evidence to support it.

Administrative Competence

Refers to the ability to effectively manage, direct, and apply administrative processes and practices.