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What is the main difference between distributive and integrative negotiations? O Distributive is between two people (or two groups with the same interests) and distributive is between three or more sides. O Distributive is generally legally binding while integrative is generally not O Distributive is a zero-sum game negotiation while Integrative achieves maximum benefits by integrating the interests from both side QUESTION 2 What is the negotiator’s dilemma”? O knowing where in the continuum between distributive and integrative negotiation you should be The dilemma of wanting to start highin your initial offer without scaring the other side away from the negotiation O Determining how to gain information on the other side without divulging too much information about your side QUESTION 3 Which example is provided in chapter 27 O Negotiating for a large fleet of commercial tractors A negotiation by King Louis the 11th Someone stranded on a dessert negotiating for water O Negotiating with a police officer to get out of a speeding ticket QUESTION 4 Fill in the blank “The is a dealtaker, not a deal maker one who goes second Click Save and Submit to save and submit. Click Saw All Antowall are. 13 이 검색하면 여기에 입력하십시오. . 2 a . 2 • AKG O A negotiation by King Louis the 11th Someone stranded on a dessert negotiating for water O Negotiating with a police officer to get out of a speeding ticket QUESTION 4 Fill in the blank: “The is a dealtaker, not a deal maker O one who goes second one who divulges too much information O BATNA-less party O ZOPA-less party QUESTION 5 What is ZOPA? The area in which a deal will satisfy all parties. O A tactic for gaining Information on the other side O Atactic for only disseminating advantageous information about yourself to the other side. The process of building value through continued negotiations with the same party Click Save and Submit to save and submit.

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