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10 questions
What statement about concessions is false?
Concessions are central to negotiations
Concessions is another word for adjustment in position
Concession making exposes the concession maker to some risk.
Reciprocating concessions is a very risky process.
Which of the following tactics requires more members in your team?
Silence
Good cop, bad cop
Limited Agent Authority
Nibbling
Have a firm sense of your best alternative to a negotiated agreement (BATNA), and don’t let your opponent shake your resolve. To which of the following tactics you should react like this in order to be efficent?
Belittling your alternatives
Low ball, high ball
Nibbling
Your opponent may say that his hands are tied or that he has only limited discretion in negotiating. Which is this tactic?
Silence
Nibbling
Agent of Limited Authority
Personal Insults
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