A Negotiator Should Ask Which of the Following Questions When

question 39

Multiple Choice

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information.

• A) What facts support my point of view?
• B) Whom may I consult or take with to help me elaborate or clarify the facts?
• C) What is the other party's point of view likely to be?
• D) How can I develop and present the facts so they are most convincing?
• E) All of the above questions should be asked.

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Definitions:

Defense Mechanisms

Psychological strategies used by individuals to cope with reality and maintain self-image.

Neurotic Anxiety

Anxiety that arises from an unconscious fear that the control mechanisms one uses to keep unacceptable feelings or thoughts out of conscious awareness might fail.

Psychodynamic Approach

A psychological perspective that analyzes how behavior springs from unconscious drives and conflicts.

Sociocultural Approach

refers to the study of how society and culture influence behavior, attitudes, and mental processes.