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:

Congruence

The degree to which people's actions are consistent with their self-concept and values, a key concept in humanistic psychology.

Narcissism

A personality trait characterized by an inflated sense of self-importance, a deep need for excessive attention and admiration, and a lack of empathy for others.

Exploit

To make use of something (usually resources) in a way that benefits one but may be considered unfair or unethical.

Cognitive Needs

Psychological requirements of a person for thinking, reasoning, and understanding, which drive the pursuit of knowledge and intellectual engagement.