According to a research study examining postnegotiation satisfaction, negotiators who focus on their ideal outcomes do NOT feel as satisfied as negotiators who focus on their: Select one: A. negotiator's surplus B. BATNA C. first offer D. ZOPA Question 8 Not yet answered Marked out of 1.00 One of the major shortcomings in negotiation occurs when negotiators make too-large concessions resulting in a too-small share of the bargaining pie. This negotiation trap is called: Select one: A. egocentrism B. the mixed-motive negotiator C. the confirmation bias D. the winner's curse Question 10 Not yet answered Marked out of 1.00 Many negotiations appear to be about a single, salient issue-such as price or salary. However, it is NOT advisable to focus on a single issue in a negotiation because single-issue negotiations are in nature. Select one: A. mixed-motive B. integrative C. fixed-sum D. variable-sum Question 7 Not yet answered Marked out of 1.00 Your aspiration point defines the upper limit on what you can get in a negotiation. Because you will usually never get more than your first offer, your first offer represents in the negotiation. Select one: A. an important anchor point B. a sunk cost C. your reservation point D. your BATNA Agent Scott Boras, who represents many of the highest-paid baseball players in MLB, brings an encyclopedic-sized binder with the accomplishment details of every one of his clients, and when negotiating for a client's contract with a team, he includes obscure charts of the players' potential impact on that team's bottom line. By bringing this binder to a negotiation, Mr. Boras is engaging in offer: Select one: A. authentication B. subversion C. amplification D. substantiation