When It Comes to Learning,negotiators Often Fail to Apply Knowledge

question 9

Multiple Choice

When it comes to learning,negotiators often fail to apply knowledge from past situations to the present problem.Which of the following scenarios best illustrates the inert knowledge problem?

• A)A manager is confronted with a new business challenge and consults her knowledge base from previous problems in an attempt to see which past problem solving strategy might be useful in solving the current challenge.
• B)A businessman cannot make up his mind about which machine to purchase for his factory
• C)A salesperson,when confronted by a problem with a customer order,cannot remember a similar,previous situation that was in a different context
• D)A manager cannot remember the terms of an agreement made with their client and calls a co-worker to find out that information

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Definitions:

Conflict Handling Styles

Refers to the diverse strategies individuals use to address and manage conflicts, ranging from avoidance to direct confrontation.

Natural Tendency

An inclination or predisposition towards a particular behavior or action that is innate or instinctual.

Role Ambiguity

The uncertainty and lack of clarity about expectations, responsibilities, and the scope of one's job.

Uncertainty

The state of being uncertain or not being sure about the future or about what is the right thing to do.