Question

true or false and explain why

When negotiating with an aggressor, the best short-run strategy is to build a relationship.

The more effective negotiators are prepared, open and reasonable.

In ethically OK to withhold information during negotiations.

Influential people generally talk more than less influential people.

Influential people are not likely to openly confront their abusers.

Knowledge of the subject matter is more important than the relationship with the other party when negotiating complex deals.

“Currencies” in influence refer to things that the other party needs or wants.

Answer 1

It is True.

When negotiating with an aggressor, the best strategy is to build a rapport with the negotiator. During the process of negotiation, an aggressive negotiator is not in the right state of emotion. Efforts must be made to make him feel neutral by showing empathy. By showing the negotiator that the decision will be in the collective interest of both parties, there is a chance that the aggressive negotiator will feel as if both of them are on the same party. This can neutralize him. It is also important for the negotiator to be prepared beforehand on what and how to negotiate. It is equally important to know about the opposite negotiating party.
In heated negotiations with an aggressor, there is a chance he uses abuse as a form to get on the nerves of the other party. In such times, the negotiator must not lose his cool, or else the situation will escalate and the negotiation will prove to be a failure. Though it is not necessary to withhold any important information about the negotiation, the sentences can be re-phrased so as not to agitate the already agitated aggressor. An effective negotiation would mean putting forward the collective wants and needs of both the parties and arriving at a negotiating conclusion where the wants and needs of both the parties are met.
Being assertive and professional while communicating would prove effective while negotiating. Neither of the negotiators must bring in personal matters into the discussion, no matter how agitated they are. The party in a position of strength during the negotiation must be willing to make the other party feel comfortable and initiate troubleshooting. During the negotiation process, it is of utmost importance to discuss the solutions, rather than focussing on the problems. The focus must be shifted to the consequences of the issue. The way they communicate paves way for the negotiation.