Negotiators Who Are Firmer About Insisting That Their Own Point

question 21

True/False

Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

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Definitions:

Graphics Rating Scale

A method of performance appraisal where employees are rated by placing a mark on a continuous line or scale, visually representing their performance levels.

Norm-Referenced Format

A type of assessment or testing where the performance of an individual is compared to a normative group.

Direct Output Measures

Metrics used to directly assess the quantity, quality, or efficiency of work produced by an individual or group.

Norm-Referenced Appraisal

An evaluation method comparing an individual's performance or characteristics to the norm of a larger group.