Select the answer that best completes the sentence.


At Tate & Associates, employees generally work a standard workweek of Monday through Friday, from 9:00 AM to 5:00 PM. Since you commute from a long distance, you recognize you could work more hours if you could work from home. You and your manager must come to an agreement that meets your needs and those of the organization. You will have to engage in the process of    .


Imagine yourself in the situation posed in the question. Then choose the best answer.


You are heading the task force from your labor union. The issue? The company doesn’t want to offer raises, but the labor union believes employees deserve them.


In preparation, you identify all possible outcomes and the probability of each outcome. Which approach to negotiation are you using?


Cognitive approach


Situational characteristics


Individual differences


Game theory