5. Negotiation (Connect, Perform) Select the answer that best completes the sentence. arises when two parties are involved, have different preferences, but need to reach an agreement to continue to work together. The need for Imagine yourself in the situation described. Then answer the question about negotiation. You are heading the task force from your labor union. The issue? The company doesn't want to offer raises, but the labor union believes employees deserve them. In preparation, you identify all possible outcomes and the probability of each outcome. Which approach to negotiation are you using? Game theory Situational characteristics Cognitive approach Individual differences Here is another situation. Think about how you would deal with this management issue and then answer the question When people negotiate, much of the negotiation is simply outside their control. For example, you can't necessarily control how much power you have or the setting of the negotiation, which theoretical approach to negotiation most directly addresses this fact? Situational characteristics Cognitive approach Game theory approach Anchoring in irrelevant information