1. Threats levied by a negotiator is an example of use of _________ a. Negative leverage b. Positive leverage c. Overwh

[answerhappygod]

1. Threats levied by a negotiator is an
example of use of _________
a. Negative leverage
b. Positive leverage
c. Overwhelming leverage
d. Normative leverage
2. Which of the following
is not a good strategy for effective
negotiations in integrative negotiations?
a. Make multi-issue offers
b. Ask questions about interests
c. Make single issue offers
d. Prepare for the negotiation
3. Which of the following is not one of
Cialdini’s principles of persuasion?
a. Authority
b. Reactance
c. Liking
d. Scarcity
e. Social Proof
4. Which of the following
is not one of the three approaches to
resolving disputes?
a. Contracting the ZOPA
b. Using power
c. Uncovering interests
d. Emphasizing rights and standards
5. Which of the following is an influence strategy
that you should rarely use (or use when absolutely
necessary)?
a. Inspirational appeals
b. Pressure
c. Coalitions
d. Rational persuasion
e. Consultation