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 role reversal Imagine yourself in the situation described. Then answer the question about negotiation. negotiation You are heading the task force from your labor union. The issue? The company doesn't wan but the labor union believes employees competition deserve them. role conflict Unfortunately, the employees have few alternatives to their current jobs, meaning the company nous all the cards." Which theoretical approach to negotiation best addresses this fact? O Situational characteristics O Game theory Individual differences O Cognitive approach Here is another situation. Think about how you would deal with this management issue and then answer the question. Negotiators can succeed if they can predict when and how their adversary might deviate from a rational pattern during negotiations. Imagine you are the vendor for a major company. The company wants a discount and is threatening to go to a competing firm. You emphasize that it would be a shame, since the company has already invested millions with your firm. Which cognitive bias are you using? O Escalation of commitment O Belief in only fixed-sum outcomes O Anchoring in irrelevant information O Overreliance on readily available information