In What Way Can Resources Be Used in Negotiation

question 58

Multiple Choice

In what way can resources be used in negotiation?

• A) as a means to get attention and a means to overcome resistance
• B) through the principles of social proof and the norm of reciprocity
• C) as a BATNA and an exchange tactic
• D) in exchange and pressure tactics
• E) Resources cannot be used in any of the above ways.

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Definitions:

Cramer's Rule

A theorem used in linear algebra to solve systems of linear equations with as many equations as unknowns.

Linear Equations

Equations of the first degree, meaning they involve only first-degree variables (x) and constants, represent straight lines when graphed.

System

A set of principles or procedures according to which something is done; an organized scheme or method.

Determinant

A scalar value that can be computed from the elements of a square matrix and reflects the volume scaling factor of the linear transformation described by the matrix.