Management (MindTap Course List)
12th Edition
ISBN: 9781285861982
Author: Richard L. Daft
Publisher: Cengage Learning
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Question
Chapter 4, Problem 8EE
Summary Introduction
To respond:
To the following statement based on your beliefs, and indiccate whether the statements is Mostly True or Mostly False for you.
Statement: People should be encouraged to be assertive rather than nonassertive.
Introduction:
A global environment requires that managers deal with people who hold many different values and ideas. People should be encouraged to be assertive rather than nonassertive. Because this is something which rflects high energy, interest in work and a passion to perform. Hence the the growth of the organization.
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What defines the bargaining zone in a negotiation?- The bargaining zone, or the zone of possible agreement (ZOPA), is the scale of acceptable outcomes in a negotiation. At one end is the lowest price/ set of terms one party is ready to accept, and the other end of the scale is the highest price/ desired terms of the negotiation. Typically, each party starts on either side of the scale at the beginning of a negotiation. Successful negotiations meet in the middle of this range of acceptable outcomes, resulting in a mutually beneficial agreement (Thompson, 2020).
How does a positive or negative bargaining zone affect the outcome of a negotiation and one's BATNA? - The bargaining zone (ZOPA) directly impacts the strength of one's BATNA (Best Alternative to a Negotiated Agreement). A strong BATNA provides leverage to negotiate better terms in a positive bargaining zone, where the buyer's maximum exceeds the seller's minimum (Thompson, 2020). The negotiator can push closer to their…
How does a positive or negative bargaining zone affect the outcome of a negotiation and one's BATNA? Provide a real life example.
Chapter 4 Solutions
Management (MindTap Course List)
Ch. 4 - Prob. 1OTJVCCh. 4 - Prob. 2OTJVCCh. 4 - Prob. 3OTJVCCh. 4 - Prob. 1DQCh. 4 - Prob. 2DQCh. 4 - Prob. 3DQCh. 4 - Prob. 4DQCh. 4 - Prob. 5DQCh. 4 - Prob. 6DQCh. 4 - Prob. 7DQ
Ch. 4 - Prob. 8DQCh. 4 - Prob. 9DQCh. 4 - Prob. 10DQCh. 4 - Prob. 1EECh. 4 - Prob. 2EECh. 4 - Prob. 3EECh. 4 - Prob. 4EECh. 4 - Prob. 5EECh. 4 - Prob. 6EECh. 4 - Prob. 7EECh. 4 - Prob. 8EECh. 4 - Prob. 9EECh. 4 - Prob. 10EECh. 4 - Prob. 11EECh. 4 - Prob. 12EECh. 4 - Prob. 13EECh. 4 - Prob. 14EECh. 4 - Prob. 15EECh. 4 - Prob. 1SGBCh. 4 - Prob. 1EDCh. 4 - Prob. 2EDCh. 4 - Prob. 3EDCh. 4 - Prob. 1CFCACh. 4 - Prob. 2CFCACh. 4 - Prob. 3CFCA
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