Which of the Following Actions Must Be Taken by a Negotiator

question 12

Multiple Choice

Which of the following actions must be taken by a negotiator before international negotiations begin?

• A) Asking questions on specific areas of the deal
• B) Planning concession strategies
• C) Making concessions before reaching an agreement
• D) Rushing the foreign negotiator to come to a decision
• E) Relying only on information obtained from external sources

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Definitions:

Elaboration Likelihood Model

A model that explains different ways of processing stimuli, why they are used, and their outcomes on attitude change.

Cognitive Dissonance

The psychological discomfort experienced when holding two or more conflicting cognitions (ideas, beliefs, values, or emotional reactions).

Social Facilitation

The tendency for people to perform differently when in the presence of others, typically enhancing performance on well-practiced tasks.

Cognitive Dissonance

The mental discomfort experienced by an individual who holds contradictory beliefs, ideas, or values at the same time.