"Draining" Information from One's Negotiation Counterparts Is Considered an Excellent

question 4

Multiple Choice

"Draining" information from one's negotiation counterparts is considered an excellent negotiation tactic. But the oft-reported behaviors of Chinese, Japanese, and Russians may not necessarily represent a sophisticated negotiation ploy. What nonverbal behavior specific to the negotiation styles of these cultures might explain the above statements?

• A) High incidences of conversational overlaps
• B) Longer durations of facial glazing
• C) Frequent silent periods
• D) High rates of self-disclosures
• E) Greater use of normative appeals and commands

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Definitions:

Sexual Harassment Laws

Regulations and statutes that define and address unwanted sexual advances, requests for sexual favors, and other verbal or physical harassment of a sexual nature.

Modern Discrimination

Present-day biases or prejudices against individuals or groups, which can be subtle and systemic rather than overt.

Situational Prejudice

Bias or discrimination that is triggered by specific situations or contexts, rather than being a constant attribute of an individual.

Authoritarian Personality

A type of personality characterized by a strong adherence to authority, compliance to established norms, and submission to authority figures.