MG390 Comprehensive Questions (Frequently Tested) with Verified Answers Graded A+

MG390 Comprehensive
Questions (Frequently
Tested) with Verified
Answers Graded A+
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1. negotiation Answer: A situation in which two parties with potentially competing incentives

and goals come together to create a solution that satisfies everyone

2. 7 core elements Answer: 1. Satisfies everyone's core interests

2. Get the best of many options

3. Meets legitimate fair standards

4. Is better than the alternatives

5. is comprised of clear, realistic commitments

6. result of ettective communication

7. Helps build relationships you want

3. two ways to use legitimacy Answer: sword and shield

4. ratio for preparing and negotiating Answer: At least 1 Answer:1

5. ZOPA Answer: zone of possible agreement

6. what do you need to form a ZOPA Answer: reservation and goal

7. Soft Bargaining Answer: The goal is agreement. make big concessions. disclose bottom line

8. hard bargaining Answer: Goal is victory, mislead others, demands

9. good advice Answer: soft on the people; hard on the issues

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