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Asking questions or making statement such as, "Can you explain that to me again?", "I’m not sure I understand.", and "Why can’t I do this?", with the hopes of wearing down the other party and gaining a concession, is an example of which negotiation tactic?

a. The power of talk

b. The power of the question

c. Playing dumb

d. Questioning assumptions

e. The gift of gab

Respuesta :

Answer:

The correct answer is letter "C": Playing dumb.

Explanation:

"Playing dumb" is a negotiation technique by which the individual using gives the other participant the control by providing details or information the individual might know but it is better for the participant to provide it one more time so little by little the negotiation gets to an agreement. The individual playing dumb takes te negotiation to a field favorable for his or her party without the participant noticing it.

This technique is mainly used when there is a hostile environment during the bargaining and it is important to calm down emotions to progress with the negotiation. Using questions such as "I don’t know, what do you think?", "Would you mind explaining it to me?" or phrases such as "I’m not quite sure if...", are useful for such a purpose.

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