When Buying a New Car, People Tend to Look at Statistical

question 98

Multiple Choice

When buying a new car, people tend to look at statistical information and case history information. Research shows that they tend to be more influenced by ____.

• A) case history information-regardless of whether or not it is the first time they have purchased a car
• B) statistical information-regardless of whether or not it is the first time they have purchased a car
• C) case history information if it is the first time they have purchased a car, but statistical information if they have purchased cars in the past
• D) statistical information if it is the first time they have purchased a car, but case history information if they have purchased cars in the past

---

Definitions:

Normative Negotiations

Negotiations based on establishing standards or norms that are acceptable to all parties involved.

Principled Negotiations

A negotiation strategy that focuses on finding mutually beneficial solutions by separating the people from the problem, focusing on interests rather than positions, generating a variety of options before deciding, and insisting that the agreement's results be based on some objective standard.

Disputes

Conflicts or disagreements between parties that can arise from differing views, interests, or claims.

Integrative Negotiations

A negotiation strategy focused on creating mutually beneficial agreements by addressing the underlying interests and needs of all parties involved.