A Negotiator Can Automatically Assume That the Other Party Thinks

question 66

True/False

A negotiator can automatically assume that the other party thinks the same way he or she does to create common ground.

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Definitions:

Power by Convincing

The ability to influence others’ actions, decisions, or opinions through argumentation and persuasion.

Legitimate Power

A form of power derived from having a recognized and official position within an organization, allowing the holder to influence others.

Information Flow

The movement of information within an organization, from the collection, processing, and dissemination of data, to effectively support decision-making and organizational activities.

Legitimate Power

The authority that a leader or an organization holds, which is recognized and accepted by others as rightful and appropriate.