Which negotiation tactic, according to foreign negotiators, is the most useful when dealing with Americans?
A) Offering cutbacks on deals
B) Including higher-level executives in talks
C) Providing lots of self-disclosures
D) High first-offers, followed immediately with deeply discounted second-offers
E) Taking time over the negotiations

Question

Quizplus · Accepted Answer

"Just make them wait." Everyone else in the world knows that no negotiation tactic is more useful with Americans, because no one places more value on time, no one has less patience when things slow down, and no one looks at their wristwatches more than Americans do.

Which Negotiation Tactic, According to Foreign Negotiators, Is the Most