Discuss the effects of agreeableness on the effectiveness of negotiations
What will be an ideal response?
Answer: Research shows that overall agreeableness is weakly related to negotiation outcomes and that the degree to which agreeableness affects negotiations depends on the situation. The importance of being extraverted in negotiations, for example, will very much depend on how the other party reacts to someone who is assertive and enthusiastic. A recent study also suggests that the type of negotiations matter as well. This study showed that agreeable individuals reacted more positively and felt less stress in integrative negotiations than in distributive ones.
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Broker Kenneth arrives to present a purchase offer to Dorita, an invalid, and finds her son and his wife also present. In the presence of Broker Kenneth, both individuals persistently urge Dorita to accept the offer, even though it is much lower than the price she has been asking for her home. If Dorita accepts the offer, she may later claim that
A) Kenneth should not have brought her such a low offer for her property. B) she was under duress from her son and daughter-in-law, and therefore, the contract is voidable. C) Kenneth defrauded her by allowing her son and his wife to see the purchase offer he brought to her. D) her consumer protection rights have been usurped by her son and daughter-in-law.
A landlord may charge a higher damage deposit for students.
a. true b. false