Why Is It Usually Advantageous to Not Place Key Issues

question 70

Multiple Choice

Why is it usually advantageous to not place key issues of the negotiation at the very beginning of the agenda?

• A) It provides an opportunity to learn the other side's bargaining style and concession routines.
• B) It saves time as it becomes obvious that if agreement can't be reached on the smaller issues then there is no point in discussing the key issues.
• C) By conceding most of the smaller issues in the beginning, the selling team creates a moral "debt," which the buying team is likely to have to repay by conceding on the later, key issues.
• D) It allows the team setting the agenda to wear down the other side which will likely result in them agreeing to all the key issues proposed.
• E) It provides the sellers an advantage as the buyers lose interest toward the end of the session when the key issues are discussed.

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Definitions:

Behavioral Theory

A theory that focuses on studying and modifying observable behavior through conditioning processes.

Hallucinogen

A substance causing alterations in perception, mood, and thought, typically inducing visions or hallucinations without external stimuli.

Painkiller

A drug or substance used to relieve pain, also known as an analgesic.

Stimulant

A substance that raises levels of physiological or nervous activity in the body, commonly used to increase alertness or physical energy.