What are some of the advantages and disadvantages of negotiations between businesspeople, and how do
they differ from purely personal negotiations?
What will be an ideal response?
In contrast to friendship negotiation, businesspeople are much more likely to use an exchange norm by which
everything is reduced to a single metric allowing for comparison. Advantages: Businesses are generally organized
around rank and status, but being in a hierarchical relationship may help to expand the pie. Disadvantages:We like
our friends, but we do not necessarily like the people with whom we do business and negotiate. Levels of
cooperation decrease as social distance increases and when reaching agreement is important, negotiators who have
a relationship are more likely to reach a win-win agreement.
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The world stock of outward foreign direct investment was $19 trillion at the beginning of 2010, which was more than nine times what it was in 1990.
a. true b. false
The three main categories of influences that affect the consumer decision-making process are ________
A) physical, emotional, and behavioral B) internal, situational, and social C) environmental, familial, and sociocultural D) sociocultural, behavioral, and external E) environmental, personal, and sociocultural