[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"$fVQbZJgaYrCLUJ5vYNyVBWDhOP-jtgJCdEC0UkH47smE":3},{"answer":4,"createTime":5,"id":6,"options":7,"origin":12,"question":16,"related":17,"source":27,"type":28},[],"2026-05-07 16:31:52",361098166,[8,9,10,11],"Winner's curse","Fixed-pie perception","Over-aspiring bias","Grass-is-greener syndrome",{"courseId":13,"courseImg":14,"courseName":15},"53e1d2ef4961cca8eea3e23969ad2cb9","https:\u002F\u002Ftihai-oss-cloud.itihey.com\u002Fimg\u002F03a579384a6dc297c89809b582fcc767.png","默认课程","According to Chapter 2, a negotiator who sets his\u002Fher target too low and immediately gets the other party to agree suffers from which phenomenon",[18,29,38,46,49,58,67,76,85,94],{"answer":19,"createTime":5,"id":20,"options":21,"question":26,"source":27,"type":28},[],361098163,[22,23,24,25],"Reservation Price (RP)","Best Alternative to a Negotiated Agreement (BATNA)","Aspiration Price","Zone of Possible Agreement (ZOPA)","According to Chapter 1, which of the following is the standard for measuring any proposed agreement and determines when a negotiator should leave the table","v1",0,{"answer":30,"createTime":5,"id":31,"options":32,"question":37,"source":27,"type":28},[],361098164,[33,34,35,36],"Acquiring advanced waste treatment technology from China","Expanding its market share in Asia","Obtaining a large amount of cash to solve its parent company's debt problem","Establishing a joint venture with a Chinese company","In the CNTY-Urbaser case (Chapter 1), what was Urbaser's primary interest",{"answer":39,"createTime":5,"id":40,"options":41,"question":45,"source":27,"type":28},[],361098165,[42,43,44,25],"Negotiation surplus","Bargaining range for the seller","Fixed pie","What is the zone between the buyer's and seller's reservation prices called",{"answer":47,"createTime":5,"id":6,"options":48,"question":16,"source":27,"type":28},[],[8,9,10,11],{"answer":50,"createTime":5,"id":51,"options":52,"question":57,"source":27,"type":28},[],361098167,[53,54,55,56],"List all negotiating alternatives you can think of","Evaluate each alternative and select your BATNA","Attempt to improve your BATNA","Disclose your BATNA to the other party early in the negotiation","Which of the following is NOT a recommended step for estimating your reservation point as proposed by Leigh Thompson",{"answer":59,"createTime":5,"id":60,"options":61,"question":66,"source":27,"type":28},[],361098168,[62,63,64,65],"Indirect or implied messages","Direct verbal expression","Explicit statement of demands","Clear written contracts as primary communication","In high-context cultures, communication is characterized by which of the following",{"answer":68,"createTime":5,"id":69,"options":70,"question":75,"source":27,"type":28},[],361098169,[71,72,73,74],"Expanding the total value of the negotiation","Dividing a fixed sum of interests","Building long-term relationships","Focusing on mutual interests","Distributive negotiation is mainly concerned with",{"answer":77,"createTime":5,"id":78,"options":79,"question":84,"source":27,"type":28},[],361098170,[80,81,82,83],"Focus on interests rather than positions","Bring in more issues to create value","Set high but feasible targets","Build trust to ensure information exchange","Which of the following is a recommended strategy for distributive negotiation",{"answer":86,"createTime":5,"id":87,"options":88,"question":93,"source":27,"type":28},[],361098171,[89,90,91,92],"Distributive negotiation","Interest-based or win-win negotiation","Positional negotiation","Competitive negotiation","Integrative negotiation is also known as",{"answer":95,"createTime":5,"id":96,"options":97,"question":102,"source":27,"type":28},[],361098172,[98,99,100,101],"Individualistic style","Collaborative style","Competitive style","Altruistic style","According to Chapter 4, a negotiator who focuses on maximizing joint gains for both parties is demonstrating which motivational style"]