Best Practice Workplace Negotiations

Course Code 96022

INSTRUCTIONS: Record your answers on one of the scannable forms enclosed. Please follow the directions on the form carefully. Be sure to keep a copy of the completed answer form for your records. No photocopies will be graded. When completed, mail your answer form to:

Educational ServicesAmerican Management AssociationP.O. Box 133Florida, NY 10921

1. When a negotiator’s expectations exceed those supported by the facts of the situation, those expectations can be described as:

(a) uncompromising.

(b) ambiguous.

(c) irrational.

(d) disoriented.

2. ______________ is the price at which the negotiator has decided it makes more sense to walk away than to accept a deal.

(a) The area of agreement ...

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