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Rising Stars is one of the best live music venues in town, o…

Rising Stars is one of the best live music venues in town, one where award-winning record producers and studio moguls go frequently to scout for new talent. In fact, virtually every band that has landed on the charts in the past five years played at Rising Stars earlier in their careers. Dan and the Diminished Fifths (a semiprofessional jazz band) are meeting with Tony (a man of questionable character) tonight in his smoky backstage office to see if he can book them for an entire week at a competitive rate. The band knows that their chance at stardom lies in getting this gig, and Tony (being the gatekeeper) knows that he has most of the leverage. After some back and forth negotiating, Tony says to them, “Look guys – I know you usually get $200 a night, but all I can offer you is $400 for the entire week and a nightly bar tab. You need to decide now, though, because I’ve got lots of other bands that are interested.” Which of the following best describes the tactic Tony is using or exploiting?    

Terry, a design engineer, has always wanted to work for a ma…

Terry, a design engineer, has always wanted to work for a major automotive manufacturer. She is interviewing with Chrysler for a position in ergonomic design. These positions are extremely rare and highly sought after. The position would be a dream job for Terry. Terry also knows that the new owners of Chrysler have been pushing for low salaries and are considering cutting tuition reimbursement benefits. These are important concerns for Terry because her husband, Bill, is planning to return to school, and she will be the sole provider for the 3 years it takes for him to complete law school. In this negotiation