In Order to Reach a Negotiated Agreement Using Principled Negotiation,a

question 65

True/False

In order to reach a negotiated agreement using principled negotiation,a negotiator should always focus on the other party's positions,not his or her underlying interests.

---

Definitions:

Signal-detection

a psychological theory that aims to quantify the ability to discern between information-bearing patterns and random patterns that distract from the information.

Sensory Input

Information received through the senses, which is then processed by the brain.

Perception

The process of organizing, identifying, and interpreting sensory information in order to represent and understand the environment.

Signal-detection Theory

A psychological theory that explains how we discern between information-bearing patterns and random noise in the environment.