Select the answer that best completes the sentence.

You’ve requested a raise at work, but your manager has limited financial resources to meet employee requests like yours. As you discuss your respective positions and seek to come to an agreement, you are engaged 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.

Luckily, you are charismatic with just the right tolerance for risk taking. Which approach to negotiation might be best for you?

Game theory

Individual differences

Situational characteristics

Cognitive approach