Which of the following statements regarding negotiation with Germans is incorrect?
a. Protocol is very important and formal.
b. Germans typically use a handshake at the beginning and end of meetings.
c. Germans tend to be detail oriented and like technical people as part of negotiations.
d. In business, Germans are typically individualistic; however, as people they are very group-oriented.
Question 2
Which of the following statements concerning negotiation conflict is incorrect?
a. The conflict may be seen from both negotiators' points of view or may be seen by only one.
b. Non-negotiation tactics may be used to try to change the attitudes of the other side.
c. Some conflict may be due to the negotiator's perceptions of reality and his or her ability to block out information.
d. The conflict may be solved by the negotiator's repeating himself/herself with the same argument.
Which of the following statements is true of linkage?
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