Author Question: By signaling their willingness to share information about their interests, but not their BATNAs, ... (Read 37 times)

daltonest1984 · **on:** Jul 7, 2018

By signaling their willingness to share information about their interests, but not their BATNAs,
negotiators can capitalize on the powerful principle of reciprocity. Which of the following
situations best illustrates the reciprocity principle?

A) A woman compliments a friend about her purse, and the friend says thank you.
B) A car salesman shares information about the town where he grew up, and his customer
shares that he also grew up near that town.
C) An employee shares information about a project's progress with a coworker who is
uncertain.
D) A cab driver takes a customer to her hotel and picks up a new customer at the hotel.

Question 2

National organizational heritage refers to:

a. the wealth of each organization
b. the culture of different organizations
c. the management styles based on national cultures
d. organizational events that shape national culture