Mike Had Been Negotiating with a Japanese Company for Distribution

question 88

Multiple Choice

Mike had been negotiating with a Japanese company for distribution rights for five days. He was afraid he was going to lose the contract, so at the last minute he decided to lower the price. They accepted the next day. What mistake did Mike make?

• A) He should have come in with a low price at the outset.
• B) He should have had a written concession plan before he began the negotiation.
• C) He should have given the Japanese negotiators a menu of options including the lower price.
• D) He should have avoided all concessions.
• E) He should have deferred to his superiors.

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Definitions:

Unpredictable

Describes something or someone that is not able to be predicted, due to variability in behavior or characteristics.

Reinforced

A process in which a behavior is strengthened by the outcome that follows it, making it more likely to occur in the future.

Positive Responses

Reactions or feedback that are affirmative, favorable, or supportive in nature, indicating agreement, pleasure, or endorsement.

Respondent Behavior

Behavior that occurs as an automatic response to a specific stimulus, often used in the context of classical conditioning.