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___________ negotiation strategies tend to create a ‘win-win’ pattern, which often leads to working together and trusting each other to achieve similar contributions and efforts, meeting the values, needs, and positions of each party.

To foster an inclusive organizational climate and overcome conflicts arising from diversity, promoting the belief that diversity leads to team benefits is an effective approach.

Spock and Kirk cannot land the Starship Enterprise on their own. They opt to bring in a third party who has the skill set and resources to do so. Spock and Kirk are using the alternative solution of:

Starting points:

This type of negotiation strategy focuses on “we-they” or “superiority-inferiority” patterns, which then results in distortions in judgments in reference to the other party’s contributions, and the perceptions of the other party’s values, needs and positions.

A doctor facing the moral dilemma between a mandate to save lives and the mandate to relieve undue suffering for those whose lives cannot be saved is an example of:

Some negotiators have a tendency to be overconfident about their own abilities, which leads to what?

Which tactic is seen as inappropriate and unethical in negotiation?

Which term describes the euphoric, overly talkative, wildly energetic, and excessively optimistic state of people with bipolar disorder? 

Jonathan brags about his amazing driving skills as reflecting an inborn talent, yet he discounts his driving accident last week as the other driver’s fault. This is an example of (the) _____.