Select the answer that best completes the sentence.

You've requested a raise at work, but your manager has limited financial resources to meet employee requests like yours. As you discuss your respective positions and seek to come to an agreement, you are engaged in the process of

Imagine yourself in the situation posed in the question. Then choose the best answer.

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.

Luckily, you are charismatic with just the right tolerance for risk taking. Which approach to negotiation might be best for you?

Situational characteristics

Game theory

Cognitive approach

Individual differences

Choose the answer that best addresses the question posed.

When people negotiate, much of the negotiation is simply beyond control. You can't necessarily control how much power you have or the setting of the actual negotiation. To which type of negotiation approach does this relate?

$$ Game theory approach

$$ Situational characteristics