谈判期末重点.docxVIP

谈判期末重点 Chapter 1 Filling in blank 1.Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of ____________. Answer: honesty, trust Page: 14 2.Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield. Answer: contending Page: 23 Multiple Choice Questions 1. Which is not a characteristic of a negotiation or bargaining situation? A) conflict between parties B) two or more parties involved C) an established set of rules D) a voluntary process Answer: C 2. Tangible factors A)