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:
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 ...