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Cantey Cantey
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7 years ago
When it comes to learning, negotiators often fail to apply knowledge from past situations to the present problem. Which of the following scenarios best illustrates the inert knowledge problem?
A) A manager cannot remember the terms of an agreement made with their client and calls a coworker to find out that information.
B) A salesperson, when confronted by a problem with a customer order, cannot remember a similar, previous situation that was in a different context.
C) A manager is confronted with a new business challenge and consults her knowledge base from previous problems in an attempt to see which past problem-solving strategy might be useful in solving the current challenge.
D) A businessman cannot make up his mind about which machine to purchase for his factory.
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
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fiona_zapatifiona_zapati
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Cantey Author
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