What Key Elements Become More Critical and Pronounced When They

question 19

Multiple Choice

What key elements become more critical and pronounced when they occur within a negotiation?

• A) the agency relationship,the number of negotiation parties,and the role of emotion
• B) the agency relationship and the role of trust and fairness
• C) the roles of reputation,trust and justice
• D) the structure of the constituency and the agency relationship
• E) none of the above is key elements in managing negotiations within relationships

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Definitions:

Informational Social Influence

The influence of others that leads an individual to conform because they believe the group is competent and has the correct information, especially in ambiguous situations.

Normative

Relating to an ideal standard or model, or being based on what is considered to be the normal or correct way of doing something.

Perceptual

Relating to the ability to interpret or become aware of something through the senses.

Disruptive

Causing or tending to cause disruption; interrupting the normal course or unity of something, often leading to innovation or change.