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Sadie Cope
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Decks in this class (18)
Chapter 1: Negotiation-The Mind and the Heart
Negotiation is not just about res...,
Your key communication and influe...,
Throughout the textbook we focus ...
30
cards
Ch. 1 Key Additional Notes
_____ of ceos and executives leav...,
Many negotiators approach negotia...,
________ agreements create an out...
15
cards
Chapter 2: Preparation- What to do Before Negotiation
Most negotiators believe whatever...,
People with this fixed pie percep...,
T or f it is commonly assumed tha...
37
cards
Ch 2 Key Additional Notes
A quantification dollars or other...,
The tendency to value object more...,
What you consider the value of a ...
29
cards
Chapter 3: Distributive Negotiation-Claiming Value
Represents the range between each...,
T or f a bargaining zone can be p...,
In a positive negative bargaining...
54
cards
Ch 3: Key Additional Notes
T or f if you reveal your reserva...,
When formulating counteroffers an...,
When your counterparty makes an o...
31
cards
Chapter 4: Integrative Negotiation- Expanding the Pie
Most negotiators are motivated to...,
What are the 2 things that get in...,
Negotiators believe their interes...
28
cards
Ch 4: Key Additional Notes
Integrative negotiations are ___ ...,
Negotiators should share their __...,
_______ is multiple equivalent si...
24
cards
Chapter 5: Understanding Personality and Motivation
_______ _______ is shaped by nego...,
Individual personality difference...,
The beliefs held by people about ...
47
cards
Ch 5: Key Additional Notes
Often cooperative vs cooperative ...,
_____ _____ are similar to stereo...,
The best nonverbal behavior as a ...
9
cards
Chapter 6: Managing Emotions and Contentious Behavior
0
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Ch 6: Key Additional Notes
______ ______ approach to dispute...,
A ______ ______ dispute leverages...,
A ______ ______ dispute leverages...
25
cards
Chapter 7: Establishing Trust and Building Relationships
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Ch 7: Key Additional Notes
___________ based trust is based ...,
___________ based trust is having...,
_________ based trust come from e...
30
cards
Chapter 8: Power, Ethics and Reputation
0
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Ch 8: Key Additional Notes
T or f lying about your batna cou...,
Alluding to alternatives options ...,
A traditional _______ ________ st...
33
cards
Chapter 9: Creativity, Problem Solving, and Learning in Negotiation
Fashioning win win agreements tha...,
T or f you have to be creative to...,
The ______ aspect of negotiation ...
35
cards
Ch 9: Key Additional Notes
What are the 5 mental models of n...,
Contingency contracts are a key w...,
One creative technique for negoti...
21
cards
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Negotiation and Conflict Resolution
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