Which of the Following Has the Most Influence on the Negotiators

question 27

Multiple Choice

Which of the following has the most influence on the negotiators' statements made during contractual negotiations?

• A) the business game is not subject to ethical standards
• B) their communications form legal obligations
• C) the concealment of facts
• D) the compulsion to practice deception when negotiating

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Definitions:

Uncover

The process of discovering or revealing information, needs, or opportunities that were previously unknown or hidden.

Needs

The desire for something a person feels is worthwhile.

Referral Approach

A sales technique where existing customers are encouraged to refer new clients, leveraging existing relationships to gain new business.

Introductory Approach

The initial step in a sales process where the salesperson introduces themselves and their offering to a prospective client.