The Negotiator's Primary Job Is Collecting Information with the Goal

question 51

Multiple Choice

The negotiator's primary job is collecting information with the goal of enhancing creativity. In a business negotiation, this may mean:

• A) appointing different members of the team to provide self-disclosures and appropriate replies to queries.
• B) bringing along junior executives for the purpose of training through observation and participation.
• C) providing additional information to the other party when a silent period occurs.
• D) delegating the responsibility of taking notes to a team member.
• E) including higher-rank executives and using informal channels of communication.

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Definitions:

Observational Learning

Gaining behaviors by observing and emulating others.

Aggressive Behaviour

Actions intended to harm or cause discomfort to another, driven by various factors including environmental, biological, and psychological.

Physical Punishment

The use of physical force with the intention of causing a child to experience pain, but not injury, for the purpose of correction or control.

Operant Behaviour

A type of learning where behavior is controlled by consequences (reinforcements or punishments).