Which of the Following Is Not One of the Popular

question 84

Multiple Choice

Which of the following is not one of the popular definitions of negotiation as presented in the text?

• A)A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us.
• B)Negotiation is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas.
• C)Negotiating is the end game of the sales process.
• D)Negotiation is to be used only to get the absolutely lowest price from a supplier.
• E)Negotiation is a process of formal communication, either face-to-face or via electronic means, where two or more people, groups, or organizations come together to seek mutual agreement about an issue or issues.

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Definitions:

Command Theory

A principle in legal and philosophical theory that emphasizes the role of authoritative commands, issued by a sovereign, in defining law.

Theory X

A management concept that assumes employees are inherently lazy, need constant supervision, and are motivated primarily by financial rewards.

Theory Y

A management theory that assumes employees are inherently motivated and can exercise self-direction and control.

Internal Attributions

The process of ascribing the cause of a person's behavior to internal factors such as personality traits, attitudes, or effort.