Asked by Desirea Moore on Jun 26, 2024
Verified
Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.
Selective Presentation
A strategy where information is carefully chosen and presented to influence perception or outcome.
Resistance Point
The threshold or limit beyond which a person is unwilling to go in a negotiation, representing their minimum acceptable outcome.
Desired Impression
The favorable image an individual or entity aims to project to others, often to influence perceptions or outcomes.
- Understand the role of selective presentation in shaping the negotiation outcomes.
Verified Answer
GB
Guadalupe BenitezJun 30, 2024
Final Answer :
True
Explanation :
Selective presentation involves carefully choosing which information to present in order to achieve a desired outcome. It can be used to shape the other party's perception of a resistance point or to highlight potential areas of agreement that favor the presenter. Therefore, the statement is true.
Learning Objectives
- Understand the role of selective presentation in shaping the negotiation outcomes.