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The goal of understanding personality in negotiation is to better predict behavior, such as the counterparty's acceptance or rejection of a negotiation offer. One investigation used acoustic and visual cues to predict the likely behavior of a counterparty to a proposal. The best visual cue predictor of the counterparty (55%) was whether they _____. A. tilted their head B. had their arms and legs crossed C. steepled their fingers D. tapped a pen

The goal of understanding personality in negotiation is to better predict behavior, such as the counterparty's acceptance or rejection of a negotiation offer. One investigation used acoustic and visual cues to predict the likely behavior of a counterparty to a proposal. The best visual cue predictor of the counterparty (55%) was whether they _____. A. tilted their head B. had their arms and legs crossed C. steepled their fingers D. tapped a pen

Understanding Management (MindTap Course List)
Understanding Management (MindTap Course List)
10th Edition
ISBN:9781305502215
Author:Richard L. Daft, Dorothy Marcic
Publisher:Richard L. Daft, Dorothy Marcic
Chapter13: Managing Communication
Section: Chapter Questions
Problem 3GL
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The goal of understanding personality in negotiation is to better predict behavior, such as the counterparty's acceptance or rejection of a negotiation offer. One investigation used acoustic and visual cues to predict the likely behavior of a counterparty to a proposal. The best visual cue predictor of the counterparty (55%) was whether they _____.

A. tilted their head
B. had their arms and legs crossed
C. steepled their fingers
D. tapped a pen
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