How Will Negotiators Most Likely Benefit from Exhibiting an Understanding

question 37

Multiple Choice

How will negotiators most likely benefit from exhibiting an understanding of the opponents' viewpoint during presentations?

• A) Opponents succumb quicker to concession strategies than to aggressive bargaining tactics.
• B) Considering both sides promotes the assessment of a wide range of resolution alternatives.
• C) Emotional appeals not backed by information will be more persuasive to skeptical opponents.
• D) Cultural norms demand that each side share their weaknesses during the negotiation process.

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Definitions:

Inept Set

A group of brands that a consumer excludes from purchase consideration because they are viewed as unacceptable.

Inert Set

A group of brands or products that a consumer is aware of but feels indifferent towards when making a purchase decision.

Lexicographic Rule

A decision-making rule where alternatives are compared based on the most important attribute first; if one option is superior, the decision is made, otherwise the next most important attribute is considered.

Attribute Preference Rule

A decision rule used by consumers, focusing on a single characteristic of a product to make a choice, often when other decision criteria are overwhelming or unclear.