What Results Were Found in Studies Conducted on Perspective-Taking Ability

question 29

Multiple Choice

What results were found in studies conducted on perspective-taking ability?

• A) Negotiators with higher perspective-taking ability negotiated contracts of lower value that did negotiators with lower perspective-taking ability.
• B) Perspective-taking ability may influence the negotiation process by decreasing the concession rate of the other negotiator.
• C) Perspective takers are better able to uncover the underlying interests shared by two parties,and to come to more creative solutions.
• D) The mean perspective-taking ability score of the negotiation pairs was negatively correlated with their joint outcomes.
• E) None of the above results about perspective-taking ability were found to be accurate.

Realize that feedback can be both verbal and nonverbal.

Identify different signals (e.g., caution, disagreement, acceptance) in sales communication.

Understand the roles of sender and receiver in communication.

Recognize the importance of adaptive selling in matching buyer's styles and preferences.

---

Definitions:

Marginal Social Cost

The complete expense incurred by society when one more unit of a product or service is created, encompassing both personal expenses and any external factors.

Marginal Benefit

The enhancement in satisfaction or benefit achieved by using or producing another unit of a product or service.

External Costs

Costs of an economic activity that are not borne by the participants in the activity but are imposed on others, such as pollution.

Competitive Free Market

A market structure where many firms offer products or services that are similar, allowing for free entry and exit, with prices determined by supply and demand forces.