The Optimism Bias is: Select all that apply.
2. Question 2 The Optimism Bias is: Select all that apply. 1 / 1 point A misleading trait that causes us to underestimate obstacles Yes! It means we feel that…
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The two main organisational obstacles to change are: Select all that apply.
1. Question 1 The two main organisational obstacles to change are: Select all that apply. 1 / 1 point Individual stupidity Entrenched ideas, values and interests Yes! These are…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
In a negotiation, players will never get less than their added value.
2. Question 2 In a negotiation, players will never get less than their added value. 1 / 1 point True False The theory predicts that players will never get…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
You get into a taxi and discover that the meter is “broken.” It is late at night and taxis are hard to find. Which of these should you do?
13. Question 13 You get into a taxi and discover that the meter is “broken.” It is late at night and taxis are hard to find. Which of these should…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
When comparing mediation to arbitration, which one is more forward-looking?
12. Question 12 When comparing mediation to arbitration, which one is more forward-looking? 1 / 1 point Mediation Arbitration The goal of a mediator is to help the parties…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
Ai Ping is looking to buy Bao Wun’s antique cabinet. Bao Wun isn’t sure of the value. He has been asking for $10,000, but so far the most Ai has offered is $2,000. It looks like a deal isn’t possible, so the two sides are ready to walk away. Before giving up completely, Ai suggests they try a settlement escrow and Bao agrees. Confidentially, Ai is willing to pay up to $8,000, and Bao is willing to sell for as little as $6,000. If they employ a settlement escrow, what do you expect will happen?
11. Question 11 Ai Ping is looking to buy Bao Wun’s antique cabinet. Bao Wun isn’t sure of the value. He has been asking for $10,000, but so far the…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
Is it better to give or to receive? In the above scenario, would Anita prefer to:
10. Question 10 Is it better to give or to receive? In the above scenario, would Anita prefer to: 1 / 1 point Make the proposal to Bonita. Receive the proposal…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
Consider the card game with 26 red cards and 26 black cards. The 26 black cards are all held by Adam, while the red cards are spread out across 26 different individuals. A red card and a black card together are worth $100. The players aren’t allowed to change the game, that is, the individuals with red cards cannot get together and form coalitions, and Adam cannot eliminate any of his black cards. Based on the theory of Added Value, we expect that:
3. Question 3 Consider the card game with 26 red cards and 26 black cards. The 26 black cards are all held by Adam, while the red cards are spread…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
How do you fight the nibble?
9. Question 9 How do you fight the nibble? 1 / 1 point You fight the nibble with a nibble. You fight the nibble with overwhelming force. You call out…
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Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator | Online Course Support
What is the nibble?
8. Question 8 What is the nibble? 1 point Using the threat of losing a big deal to get one or more small concessions thrown in. Asking…