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 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.
B)A businessman cannot make up his mind about which machine to purchase for his factory
C)A salesperson,when confronted by a problem with a customer order,cannot remember a similar,previous situation that was in a different context
D)A manager cannot remember the terms of an agreement made with their client and calls a co-worker to find out that information

Question

Quizplus · Accepted Answer

The scenario in option C best illustrates the inert knowledge problem because the salesperson cannot apply their previously acquired knowledge from a similar situation to solve the current problem in a different context. This highlights the challenge of transferring knowledge gained from one context to another. Options A, B, and D do not illustrate the inert knowledge problem as they involve accessing and applying past knowledge to a current problem.

When It Comes to Learning,negotiators Often Fail to Apply Knowledge