Paul is a negotiator who keeps distracting the other party's attention from multiple issues in order to get the other party to pay attention to the one issue that is most important to Paul.Paul is attempting to use ???__________ to his advantage.
A)Focalism.
B)Extremisn.
C)Reactive devaluation.
D)Ignoring others' cognitions.

Question

Quizplus · Accepted Answer

Paul is using focalism, which is the strategy of drawing the other party's attention to one specific issue and ignoring or downplaying other issues. This can be a useful negotiation tactic when trying to achieve a specific goal or outcome.

Paul Is a Negotiator Who Keeps Distracting the Other Party's