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 belleves employees deserve them. You ask an adviser from your union's national headquarters how to proceed, and she suggests that since you are charismatic, have a high tolerance for ambiguity and risk taking, and are just a bit Machiavellian, you should handle the negotiations yourself. What theory about negotiation is this adviser using? Situational characteristics Cognitive approach Individual differences Game theory 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? Cognitive approach Anchoring in irrelevant information Situational characteristics Game theory approach