Rebecca Has Two Possible Courses of Action to Propose

question 13

Multiple Choice

Rebecca has two possible courses of action to propose. One is significantly more costly than the other, and she is hoping to gain approval for that one. Which of these persuasion strategies is likely to work in her favor?

• A) Present the smaller one first. If the sponsor says yes, ask if she would consider the bigger one.
• B) Present the smaller one first. If the sponsor says no, ask if she would consider the bigger one.
• C) Present the bigger one first. If the sponsor says yes, admit that you were willing to accept the smaller one.
• D) Present the bigger one first. If the sponsor says no, ask if she would consider the smaller one.
• E) All of these have been shown to be equally effective.

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Definitions:

Outside Supplier

An external entity that provides goods or services to a company, not part of the company’s own operations.

Idle Capacity

The portion of a manufacturing or service facility's resources that is not currently being utilized to its full potential.

Transfer Price

The price one subunit of a company charges for a product or service supplied to another subunit of the same organization.

Connector Division

A specialized department within a company focused on the production or distribution of connector components for various applications.