Professor Donoho at Northern Arizona University Teaches a Method Called

question 35

Multiple Choice

Professor Donoho at Northern Arizona University teaches a method called the _____ that is used to encourage buyers to elaborate or explain more fully what their concerns are.

• A) best alternative to a negotiated agreement (BATNA)
• B) benefit summary method
• C) center-of-influence method
• D) friendly silent questioning stare (FSQS)
• E) good guy-bad guy routine

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Definitions:

Crises of Trust

Situations where the foundational beliefs in the reliability, truth, ability, or strength of someone or something are severely challenged or broken.

Short-Term Personal Gain

Immediate benefits or advantages secured by an individual, often disregarding long-term consequences or ethical considerations.

Long-Term Good

The benefits or positive outcomes that are realized over an extended period.

Social Decision Schemes

Frameworks or rules that groups of individuals use to aggregate their preferences, views, or votes to reach a collective decision.