With Reference to the Negotiation Approaches Developed by Ury,Brett,and Goldberg,which

question 30

Multiple Choice

With reference to the negotiation approaches developed by Ury,Brett,and Goldberg,which of the following approaches is most likely to be effective in implementing integrative strategies and in pie-expansion?

• A) power-based approach
• B) interests-based approach
• C) rights-based approach
• D) capabilities-based approach

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Definitions:

Competency-Based Pay

A salary system that bases compensation on an employee's skills, abilities, and performance rather than job title or position alone.

Commission Pay

A form of compensation based on a percentage of sales or profits generated by an employee, commonly used in sales roles to motivate performance.

Profit Sharing

Any procedure by which an employer pays, or makes available to all regular employees, in addition to base pay, special current or deferred sums based on the profits of the enterprise

Job Classification System

A system of job evaluation in which jobs are classified and grouped according to a series of predetermined wage grades.