第四章单元测试
- What are the most critical precursors for achieving negotiation objectives? （ ）
- What action can be taken after the first round of offers? （ ）
- When formulating counteroffers and concessions, negotiators need to consider three things: （ ）
- Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives. （ ）
- Each party's resistance point is openly stated at the conclusion of negotiations. （ ）
A:Effective strategizing, planning and preparation B:none of the above C:framing and strategizing D:goal setting and target planning E:defining frames and setting goals
答案:Effective strategizing, planning and preparation
A:hold firm B:All of the above. C:make some concessions D:make no concessions E:insist on the original position
A:the pattern, the magnitude, and the timing of concessions B:the starting value, the end value, and the magnitude of concessions C:the fairness, the misuse, and the pattern of concessions D:the impact, the size, and the timing of endowment effects
A:对 B:错
A:错 B:对
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