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The Opposing Negotiating Team Asks Many Questions and Delves Specifically

question 12

Multiple Choice

The opposing negotiating team asks many questions and delves specifically and repeatedly into details of your presentation. In contrast, their presentation is vague and contains ambiguous information. Most likely you are negotiating with individuals from ________.


Definitions:

Divergent Thinking

An approach or technique adopted to produce innovative ideas through the examination of numerous potential answers.

Convergent Thinking

A cognitive process in which multiple pieces of information are combined to solve a problem or come up with a single, correct solution.

Functional Fixedness

A cognitive bias that limits a person to use an object only in the way it is traditionally used, hindering the ability to see alternative uses.

Standardization

The development of uniform procedures for administering and scoring a test, and the creation of norms (performance standards) for the test.

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