What Approach Is Adopted by Westerners When Faced with a Complex

question 39

Multiple Choice

What approach is adopted by Westerners when faced with a complex negotiation task?

• A) Dividing the large task into a series of smaller tasks
• B) Consulting external experts for their assessment of the task and implementing a composite solution
• C) Discussing all issues at once, in no apparent order
• D) Making larger than normal concessions in a bid to push the deal through
• E) Buying time by tackling peripheral issues first and then tackling the main task, having gained a ringside view of the problem at hand

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Definitions:

Individuals

Persons considered separately from other members of a group or the collective groups to which they belong.

Social Identity Theory

A psychological theory proposing that a person's sense of who they are is based on their group membership(s).

Self-Esteem

An individual’s overall subjective emotional evaluation of their own worth or personal value.

Football Team

A group of players forming one side in competitive football games.