Author Question: The contingency approach to leadership was started in the 1960s. a. true b. ... (Read 27 times)

folubunmi · **on:** Jul 7, 2018

The contingency approach to leadership was started in the 1960s.

a. true
b. false

Question 2

What strategies should a negotiator keep in mind when presenting multiple offers of equivalent value
simultaneously in a negotiation? What advantages are there to using this strategy?

What will be an ideal response?

upturnedfurball · **Reply #1 on:** Jul 7, 2018

Answer to Question 1

a;

Answer to Question 2

The strategy involves presenting the counterparty with at least two proposals of equal value to the presenter. In
other words, a negotiator devises multiple-issue offers that are all of equal value to himself or herself and makes
the offers all at the same time. In short, a negotiator presents package deals of offers to the other party and invites
a response. Such negotiators enjoy more profitable negotiated outcomes, are evaluated more favorably by the other
party, and are more satisfied at the end of the negotiation. Additionally, multiple offers increase the discovery of
integrative solutions.