Certain Information Can Be Beneficial in the Search for Integrative

question 23

Multiple Choice

Certain information can be beneficial in the search for integrative negotiation agreements.The types of helpful information that negotiators should share are their _____ and _____

• A)BATNA's ; reservation prices
• B)break-even points ; target points
• C)preferences ; priorities
• D)short term goals,urgency of need for the resources discussed

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Definitions:

Anxiety and Uncertainty

The feelings of worry, nervousness, or unease, often about something with an uncertain outcome.

Concrete Advice

Specific and practical recommendations or guidance.

Motivation

The driving force behind an individual's actions, desires, and needs.

Ambivalent Feelings

Mixed feelings or emotions towards a person, object, or idea, characterized by uncertainty or an inability to make a clear decision or stance.