Describe the inquisitional approach and discuss its appropriateness in organizational settings.

1. Suppose you head one of five divisions in a multinational organization and are about to begin this year’s budget deliberations at headquarters. What are the characteristics of your audience in these negotiations, and what effect might they have on your negotiation behavior?

2. Managers tend to use an inquisitional approach to resolving disputes between employees and departments. Describe the inquisitional approach and discuss its appropriateness in organizational settings.