Which Negotiation Tactic, According to Foreign Negotiators, Is Most Useful

question 99

Multiple Choice

Which negotiation tactic, according to foreign negotiators, is most useful when dealing with Americans?

• A) Offering cutbacks on deals.
• B) Including higher-level executives in talks.
• C) Providing lots of self-disclosures.
• D) High first-offers, followed immediately with deeply discounted second-offers.
• E) Taking time over the negotiations.

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Definitions:

Freud

Sigmund Freud, an Austrian neurologist and the founder of psychoanalysis, a method for treating psychopathology through dialogue.

Heredity

The passing on of physical or mental characteristics genetically from one generation to another.

Neuroticism

A trait characterized by anxiety, fear, moodiness, worry, envy, frustration, jealousy, and loneliness.

Extraversion

A personality trait characterized by outgoing, sociable, and energetic behavior.