In the Context of International Business Negotiations, Even Small Companies

question 96

Multiple Choice

In the context of international business negotiations, even small companies can possess great power in negotiations if they have:

• A) influence at headquarters.
• B) a larger negotiating team.
• C) less to lose and more to gain from the deal.
• D) many good alternatives and their larger counterparts do not.
• E) the advantage of location and time limits.

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Definitions:

Stressful Situation

A scenario or circumstance that significantly increases levels of stress, anxiety, or tension.

Engage in Denial

The act of refusing to accept reality or facts, thus avoiding a psychologically uncomfortable truth.

Behave Aggressively

This describes actions or behaviors that intend to harm or intimidate others, typically driven by anger or hostility.

Tend-and-befriend Response

A behavior observed in females as a response to stress, which involves caring for offspring (tending) and seeking social support from others (befriending), believed to be influenced by the hormone oxytocin.