Which Negotiation Tactic, According to Foreign Negotiators, Is the Most

question 23

Multiple Choice

Which negotiation tactic, according to foreign negotiators, is the most useful with Americans?

• A) Offering cutbacks on deals
• B) Including higher-level executives in talks
• C) Providing lots of self-disclosures
• D) High first-offers, followed immediately with deeply discounted second-offers
• E) Making them wait

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