By Signaling Their Willingness to Share Information About Their Interests,but

question 22

Multiple Choice

By signaling their willingness to share information about their interests,but not their BATNA,a negotiator can capitalize on the powerful principle of reciprocity.Which of the following situations best illustrates the reciprocity principle?

• A)A cab driver takes a customer to her hotel and picks up a new customer at the hotel
• B)A woman compliments a friend about her purse and the friend says thank you
• C)A car salesman shares information about the town where he grew up,and his customer shares that he also grew up near that town
• D)An employee shares information about a project's progress with a coworker who is uncertain

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Definitions:

Depreciation

Depreciation refers to the reduction in the value of an asset over time due to wear and tear, obsolescence, or age.

Capital Equipment

Long-lasting goods that are utilized in the production of other goods or services, such as machinery, buildings, and vehicles.

Inventories

Stocks of goods and materials that businesses maintain to meet customer demand without delays.

Financial Assets

Assets that derive value because of a contractual claim, such as stocks, bonds, bank deposits, and notes receivable.