Essentials of Organizational Behavior (13th Edition)
Essentials of Organizational Behavior (13th Edition)
13th Edition
ISBN: 9780133920819
Author: Stephen P. Robbins; Timothy A. Judge
Publisher: PEARSON
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Chapter 17, Problem 1PIA
Summary Introduction

Toexplain: The best responses by the organization to the stress brought on by the employees due to organizational changes.

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With regard to reputation in negotiation, negotiators who use adversarial, stubborn, and ethically questionable behavior often have the effect of _____. A. improving their business relationships B. decreasing their effectiveness as a negotiator C. improving their business relationships D. decreasing their group status
When it comes to assertiveness, there is only a modest link between negotiators' self-views and how the counterparty sees them. Many negotiators come away from a negotiation thinking they came on too strong with the counterparty. The _____ refers to the fact that negotiators believe they are coming on too strong with the counterparty, but they actually are not. A. Collective trap illusion B. Attribution error C. Aggressive anchoring bias D. Line-crossing illusion
As you think about the issue of using chatbots in contract negotiations, consider whether other facets and concepts of negotiations that we have discussed and whether they would be adequately addressed.
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