What Is the Strategy Used by Negotiators to Search for Differences

question 15

Multiple Choice

What is the strategy used by negotiators to search for differences in beliefs and abilities to leverage opportunities for joint gain called?

• A) analyzing cultural differences to identify differences in values that expand the pie
• B) recognizing that the other party may not share your view of what constitutes power
• C) finding out how to show respect in other cultures
• D) anticipating differences in strategy and tactics that may cause misunderstandings

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Definitions:

Young Adulthood

A life stage typically ranging from the late teens through the twenties, characterized by exploration, independence, and the establishment of personal and professional relationships.

Reflective Judgment

Mature type of reasoning that synthesizes contradictions among perspectives.

Autonomous

Having the capacity for self-governance or the ability to make decisions independently.

Dualistic

Pertaining to or involving a distinction between two fundamentally different concepts, perspectives, or entities.