During the negotiation process how can “limited authority” be a disadvantage? Limited authority can be a disadvantage because the opponent can feel that if you do not have enough power to make decisions then you are not important enough for them to be doing the negotiation with you. A good negotiator would know you are using this as a manipulative way to stall None of the above There is no disadvantage to using limited authority in the negotiation process Both A and C Limited authority allows the “good cop bad cop” theory work on the opponent
During the negotiation process how can “limited authority” be a disadvantage? Limited authority can be a disadvantage because the opponent can feel that if you do not have enough power to make decisions then you are not important enough for them to be doing the negotiation with you. A good negotiator would know you are using this as a manipulative way to stall None of the above There is no disadvantage to using limited authority in the negotiation process Both A and C Limited authority allows the “good cop bad cop” theory work on the opponent
Practical Management Science
6th Edition
ISBN:9781337406659
Author:WINSTON, Wayne L.
Publisher:WINSTON, Wayne L.
Chapter9: Decision Making Under Uncertainty
Section: Chapter Questions
Problem 73P
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During the negotiation process how can “limited authority” be a disadvantage?
Limited authority can be a disadvantage because the opponent can feel that if you do not have enough power to make decisions then you are not important enough for them to be doing the negotiation with you. A good negotiator would know you are using this as a manipulative way to stall
None of the above
There is no disadvantage to using limited authority in the negotiation process
Both A and C
Limited authority allows the “good cop bad cop” theory work on the opponent
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