Insisting on objective criteria
is also known as _____.
guidance, such as an auto pricing guide, is an example of what tenet of
Insisting on objective
Expanding the pie in a
negotiation means _____.
adding joint value
One of the arguments
against principled negotiations is that _____.
In this type of
negotiation, a fixed asset is being divided up, and someone is going to come
away with a bigger piece (the winner).
s the only reason to
disclose information to a party to get something in return?
No, a unilateral
disclosure might help to build trust.
If you make a
disclosure, you should start with one that has what two characteristics?
It's low risk and of
strategic value to your competition
Small talk before a
negotiation has value because it can help build _____.
All answers are
Two things regarding
disclosure that you can do before a negotiation begins are:
information you'll need from the other party and anticipate what questions
you'll be asked
Being able to firmly
rely on someone or on the truth of something is known as what?