One of the Most Effective Ways to Get Someone to Stand

question 31

Multiple Choice

One of the most effective ways to get someone to stand firm on a position is:

• A) to have them make a public commitment to that position.
• B) to reveal any cognitive bias used in the bargaining process.
• C) to engage solely in distributive bargaining.
• D) to increase their BATNA, while decreasing yours.

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Definitions:

Break-Even Point

The point at which the amount of goods produced or sold results in revenues that are exactly equal to the costs, leading to no profit or loss.

Contribution Margin Ratio

The percentage of revenue remaining after deducting variable costs, indicating how much revenue contributes towards covering fixed costs and generating profit.

Variable Costs

Expenses that fluctuate with the level of production output, such as raw materials and direct labor.

Fixed Costs

Expenses that remain constant in total amount irrespective of fluctuations in the activity level of a business, e.g., insurance premiums.