How Does the Textbook Define Negotiation

question 10

Multiple Choice

How does the textbook define negotiation?

• A) A procedure by which people who wish to come to an agreement, but have different expectations of the agreement, try to work out a settlement in which each party gives and
• Receives at a level tolerable to both.
• B) A fairly hostile relationship, resulting in an agreement that may in fact be unsatisfactory to one or the other party.
• C) The steamrolling by one powerful party of a weak opponent.
• D) The achievement of what you must get.
• E) A conflict-building meeting in which decisions are reached that those present will act on and be committed to.

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Definitions:

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