Building Trust and Rapport Is Critical for Negotiation Success

question 27

Multiple Choice

Building trust and rapport is critical for negotiation success.The more the face-to-face contact between negotiators and the greater the rapport,the greater the likelihood of ________.

• A)integrative outcomes
• B)risk taking
• C)task conflict
• D)gain framing

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Definitions:

Generally Accepted Accounting Principles

The standard framework of guidelines for financial accounting used in any given jurisdiction.

Salary Allowance

A mechanism for dividing earnings of a partnership based on personal services provided by the partners (not an expense).

Interest Allowance

A mechanism for dividing earnings of a partnership based on a percentage of capital balances of the partners (not an expense).

Net Income

The total profit of a company after all expenses and taxes have been subtracted from total revenue.