In a Desperate Bid to See the Negotiation Through,a Manager

question 15

Multiple Choice

In a desperate bid to see the negotiation through,a manager concedes to all of the demands and requests of the other party.However,there is nothing asked for on a quid pro quo basis.He deems the negotiation a success,having finally clinched the deal.What negotiation myth has the manager succumbed to?

• A) negotiators need to be trusting of the other party
• B) negotiators just need to get the deal through, irrespective of other factors
• C) negotiators need to be either tough or soft
• D) negotiators need to work independently to make the process a success

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Definitions:

Psychologist

A professional trained in the science of behavior and mental processes, often providing services in therapy, research, or education.

Heredity

The passing of traits from parents to their offspring through genes.

Environment

The surroundings or conditions in which a person, animal, or plant lives or operates.

Behavior

The actions or reactions of a person or animal in response to external or internal stimuli.