Which of the Following Statements Regarding the Participants in a Negotiation

question 27

Multiple Choice

Which of the following statements regarding the participants in a negotiation is true?

• A) Russians prefer to talk to everyone separately, then, once everyone agrees, to schedule inclusive meetings.
• B) Japanese tend toward a cumulative approach, meeting with one party and reaching an agreement, then both parties calling on a third party.
• C) The social reality is that a superlative argument can exercise greater influence than even a larger number of nodding heads.
• D) Americans tend to want to get everyone together to "hammer out an agreement" even if opinions and positions are divergent.
• E) Japanese tend to eschew the practice of higher level executives being included in negotiation to indicate interest in the deal.

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Definitions:

Behavior

The actions or reactions of an individual or group in response to external or internal stimuli.

Mentoring

A developmental relationship in which a more experienced person helps to guide a less experienced person.

Communicating

The act or process of sharing or exchanging information, ideas, or feelings through verbal or non-verbal means.

Ideal Self

An individual's conception of themselves in terms of attributes and qualities they aspire to possess.