In What Way Can Resources Be Used in Negotiation

question 58

Multiple Choice

In what way can resources be used in negotiation?

• A) as a means to get attention and a means to overcome resistance
• B) through the principles of social proof and the norm of reciprocity
• C) as a BATNA and an exchange tactic
• D) in exchange and pressure tactics
• E) Resources cannot be used in any of the above ways.

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Definitions:

Motivation

The process that initiates, guides, and maintains goal-oriented behaviors, driven by desires and needs.

Cultural Intelligence

The capability to function effectively across various cultural contexts, including different national, ethnic, or organizational cultures.

Knowledge

Information, understanding, or skills acquired through experience or education; the theoretical or practical understanding of a subject.

Performance

Performance is the action or process of carrying out or accomplishing tasks, often measured against preset standards of accuracy, completeness, cost, and speed.