Negotiators Who Are High in Perspective-Taking Ability or Consider the Perspective

question 11

Multiple Choice

Negotiators who are high in perspective-taking ability or consider the perspective of the counterparty often:

• A)increase their sense of empathy but this often decreases their problem-solving abilities
• B)limit the joint gains they can discover
• C)identify and reach integrative outcomes in a negotiation
• D)force the counterparty to make concessions

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Definitions:

Mentally Present

The state of being fully conscious, aware, and focused on the here and now, often emphasized in mindfulness practices.

Decision Making

The cognitive process of choosing a course of action from among multiple alternatives.

Heuristics

Mental shortcuts or rules of thumb that simplify decision making, often utilized when facing complex problems or incomplete information.

Reasoning

The mental activity of transforming information to reach conclusions.