Card 20 / 40: Zero sum negotiations are best represented by what image?
A) A fixed pie
B) An enlarged pie
C) A bar chart
D) A line graph

Answer:
A) A fixed pie

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Explanation:

A. Please refer to the Unit 2 introduction. In Section 3.1 of FAO's EASYPol: Tanya Alfredson and Azeta Cungu's "Negotiation Theory and Practice: A Review of the Literature: Section 3: Negotiation Theory: Foundations and Approaches," you will learn that the "win-lose" or distributive strategy is represented by a fixed pie. Each side is trying to obtain the largest possible piece of the pie, at the expense of the other side. The objective of a "win-win" or integrative strategy is to expand the pie to multiply gains and to make both parties better off.

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https://www.jobilize.com/negotiations-conflict-management-mcq-quiz-by-charles-jumper

Negotiations & Conflict Management BUS210

Author:

Charles JumperProfessor

Saylor Foundation

USA

Access: Public Instant Grading

Attribution: Charles Jumper. Negotiations & Conflict Management (The Saylor Academy 2014), http://www.saylor.org/courses/bus403/

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