Chap 13 - 4 During the negotiating process if the other...

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Name: _____________________ Section Number: ______ Chapter 13 1. True or False: Attitudinal structuring is the same thing as win-lose negotiating?  Why or  why not? 2. True or False: An example of integrative bargaining would be merit-based employee pay  increases. Why or why not? 3. List the stages of the negotiation process, and give an example of a time when you have  used one of these stages during negotiating.
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Unformatted text preview: 4. During the negotiating process, if the other party has heard your offer and is still sitting down, then the best advice is to do what? Why? Assessments None. 5. Can you win a negotiation by giving up some of what you wanted in the first place? Why or why not? Give an example of when you gave up something you wanted in a negotiation. Assessments None....
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Chap 13 - 4 During the negotiating process if the other...

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