"We Have Agreed with the Client on the Simple Concepts

question 49

Multiple Choice

"We have agreed with the client on the simple concepts in the contract, using back-and-forth e-mails and edited files. However, the next concepts in the contract are going to be difficult to negotiate," said Steve. "I will call the client and suggest that we meet in their offices for a few days, face-to-face, to hammer out an agreement on the difficult concepts." Why did Steve suggest this approach?

• A)In online bargaining, negotiators distrust one another more than in face-to-face negotiations.
• B)In online bargaining, complex problems can be solved.
• C)In online bargaining, people are confident that they will be highly satisfied with the outcome.
• D)In online bargaining, communicators can pick up on subtle, nonverbal clues.
• E)In online bargaining, decisions will be more quickly made, of higher quality, and more satisfying.

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Definitions:

Three-Mountain Task

A cognitive test developed by Jean Piaget to measure egocentrism in children, involving the ability to see a set of mountains from different viewpoints.

Concrete Operational

The concrete operational stage is a phase in Piaget's theory of cognitive development, where children gain a better understanding of logical operations and are able to apply them to concrete situations but struggle with abstract concepts.

Reflexive Abstraction

A cognitive process described by Piaget, involving reflection on and restructuring of knowledge gained from direct experience.

Internal Accommodation

The process by which cognitive structures are adjusted to incorporate new information.