In a Negotiation Session,a Line Manager States to an Internal

question 32

Multiple Choice

In a negotiation session,a line manager states to an internal supplier,"I don't need you,there are dozens of external venders that can do the job cheaper." What negotiation technique is the line manager using?

• A)Low-balling
• B)The power of competition
• C)The push-back
• D)Flexing

---

Definitions:

Autonomic Arousal

A physiological response that involves the autonomic nervous system, affecting heart rate, respiration, and other involuntary functions, typically in reaction to stress or excitement.

Display Rules

Socially learned guidelines that dictate how emotions should be expressed based on cultural norms, contexts, and relationships.

Cultural Norms

Shared expectations and rules that guide behavior of people within social groups, societies, or cultures.

Emotions

Complex psychological states that involve a subjective experience, physiological response, and behavioral or expressive response associated with a particular situation.