[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"$flCqv7ifdjPraGWjN0cjIoB8biLxGjvi863aG3IgnTA0":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",361098167,[8,9,10,11],"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",{"courseId":13,"courseImg":14,"courseName":15},"53e1d2ef4961cca8eea3e23969ad2cb9","https:\u002F\u002Ftihai-oss-cloud.itihey.com\u002Fimg\u002F03a579384a6dc297c89809b582fcc767.png","默认课程","Which of the following is NOT a recommended step for estimating your reservation point as proposed by Leigh Thompson",[18,29,38,46,55,58,67,76,85,94],{"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":48,"options":49,"question":54,"source":27,"type":28},[],361098166,[50,51,52,53],"Winner's curse","Fixed-pie perception","Over-aspiring bias","Grass-is-greener syndrome","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",{"answer":56,"createTime":5,"id":6,"options":57,"question":16,"source":27,"type":28},[],[8,9,10,11],{"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"]