Why Is It Usually Advantageous to Not Place Key Issues

question 68

Multiple Choice

Why is it usually advantageous to not place key issues of a negotiation at the very beginning of the agenda?

• A) It provides an opportunity to learn the other side's bargaining style and concession routines.
• B) It saves time as it becomes obvious that if an agreement can't be reached on the smaller issues then there is no point in discussing the key issues.
• C) By conceding most of the smaller issues in the beginning,the selling team creates a moral "debt," which the buying team is likely to have to repay by conceding on the key issues.
• D) It allows the team setting the agenda to wear down the other side,which will likely result in them agreeing to all the key issues proposed.
• E) It provides the sellers an advantage as the buyers lose interest toward the end of the session when the key issues are discussed.

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Definitions:

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A genus of gram-positive bacteria associated with the production of propionic acid and found in dairy products and as part of human skin flora.

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A fungal infection of the skin characterized by ring-shaped, red, itchy patches.

Fungus

A kingdom of spore-producing organisms feeding on organic matter, including molds, yeast, mushrooms, and toadstools.

Sebaceous Glands

Glands located under the skin that produce sebum, an oily substance that lubricates skin and hair.