During an Intense Six-Month Contract Negotiation, Jonas Developed a Strong

question 108

Multiple Choice

During an intense six-month contract negotiation, Jonas developed a strong working relationship with his client, Rob. Because of their professional bonding, Jonas and Rob were able to openly explore and constructively hammer out agreements on very tough contract issues. The resulting contract was far superior to what either Jonas or Rob might have hoped for six months earlier and was a good example of

• A)globalization.
• B)technological change.
• C)knowledge management.
• D)collaboration across boundaries.
• E)cost competitiveness.

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Definitions:

Self-Categorisation Theory

A social psychological theory that explains how and why individuals identify with specific social groups and behave according to that group membership.

Pluralistic Norm Theory

A theory suggesting that within a diverse society, multiple norms and values coexist and influence behavior.

Cultural Values Theory

The view that people in groups use members’ opinions about the position valued in the wider culture, and then adjust their views in that direction for social approval reasons.

Group Polarisation

The tendency of a group to make decisions that are more extreme than the initial inclination of its members.