When Negotiators Let Emotion Rather Than Cognition Determine Their Actions

question 3

True/False

When negotiators let emotion rather than cognition determine their actions, it is much less likely that conflict will be resolved.

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Definitions:

Tacit Knowledge

Describes the unarticulated, intuitive, and acquired knowledge that people possess, which is often difficult to transfer to others without direct personal interaction or experience.

Knowledge Management

The process of creating, sharing, using, and managing the knowledge and information of an organization to enhance its performance.

Nonprogrammed Decision

Nonprogrammed decisions are made in response to situations that are unique, poorly defined, and largely unstructured, requiring a bespoke approach.

Intuitive Style

A decision-making approach based on instincts and feelings rather than systematic analysis.