Creating Value in Negotiations Involves

question 129

Multiple Choice

Creating value in negotiations involves:

• A)trying to obtain the best possible outcome for yourself and your constituents.
• B)minimizing the time required to reach a settlement so that all parties can get back to doing productive work.
• C)cooperating to help both negotiators obtain the best possible outcomes.
• D)reducing the costs associated with bargaining to maximize value.
• E)try to inflate positive aspects of what you are offering the other party.

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Definitions:

Impulse Control

The ability to resist or delay an impulsive action or response.

Psychoanalysis

A therapeutic technique founded by Sigmund Freud focusing on uncovering and understanding unconscious thoughts and behaviors through free association, dream analysis, and transference.

Values

Core beliefs or principles that guide and motivate attitudes and actions.

Cathect

To invest emotional energy into a person, object, or idea.