Question 1 Fill in the blanks with the most suitable negotiating terms. (a) The ____________ is the region between the

[answerhappygod]

Question 1

Fill in the blanks with the most suitable negotiating terms.

(a) The ____________ is the region between the seller’s reservation
point and the
seller’s target point.


(b) The ____________ is the region between the buyer’s reservation
point and the final
settlement.


(c) With references to the social comparison theory, ____________
comparison may
boost a person’s self-evaluation on relevant dimensions, leading to
a self-
enhancement effect.


(d) The choice of which fairness rule to use depends on whether
people are dealing with
rewards or costs. ____________ rule is often used to allocate
benefits whereas
__________ rule is often used to allocate burdens.


(e) At a negotiation training seminar, the keynote speaker advises
the audience to think
about pie-expansion, not just pie-slicing. This advice is
especially relevant to the
____________ negotiators.


(f) With reference to the Circumplex of Social Motivation model,
Cooperation is the
midpoint between Individualism and ____________.


(g) In a new manager-employee relationship, the employee typically
trusts a new boss
even though there is little experience to base that trust on. This
is an example of
__________ trust.

(h) Angie joined her new colleagues for lunch, and shared
information about herself with
them. This psychological strategy for building trust is known as
____________.


(i) At a personality tests workshop, Jeremy rated himself highly on
this statement “I
use active listening skills when people speak to me”. He rated
himself highly on
which dimension of Emotional Intelligence? ____________.
(j) Audrey, a costume jewellery supplier, planned to use fake
reviews to boost sales.
She wondered if her intended behaviour was unethical and consulted
her old friend,
Xavier, to see how the latter regarded her behaviour. Audrey used
____________ to
calibrate her ethical behaviour.


(k) Julian asked the store owner for a 10% discount on a vintage
clock and the latter
acceded to this request. Julian subsequently persuaded the store
owner to give him a
15% discount instead. The probability of the store owner agreeing
to the larger
request (15% discount) increased when he previously agreed to the
smaller request
(10% discount). The strategy that Julian used to gain compliance
from the store
owner was known as the ___________ technique. Is this scenario a
central route or
a peripheral route persuasion tactic? ____________.