Meg Is Negotiating a Sales Contract for Selling the Shirts

question 35

Multiple Choice

Meg is negotiating a sales contract for selling the shirts manufactured by her company.She wants to use the interests-based approach for negotiation but she soon realizes that the other party is using the rights-based approach.Meg considers various possible strategies for refocusing the other party's approach toward interests.She suddenly remembers the study conducted by Goldberg and decides to select the strategy which was identified as the most effective strategy by that study.Based on this information,identify the strategy selected by Meg.

• A) reciprocation
• B) process intervention
• C) behavioral reinforcement
• D) mixed-message approach

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Definitions:

Property Rights

Legal rights to use, control, and benefit from a resource.

Free-Rider Problem

A situation where individuals consume a public good without contributing to its cost, leading to underprovision or overuse.

Coase Theorem

A principle that asserts that if property rights are clearly defined and transaction costs are low, private negotiations will lead to the efficient resolution of disputes regardless of initial distribution of rights.

Property Rights

Legal rights that determine the ownership and use of resources such as land, buildings, and intellectual property.