Multiple Choice
People seek to minimize the difference between the benefits they provide others and the benefits received from others. This tendency to respond to the actions of others with equal or similar actions is the source of the ________ norm in negotiation.
A) fairness
B) relational
C) need
D) reciprocity
Correct Answer:
Verified
Correct Answer:
Verified
Q5: During negotiations, parties often conceal their real
Q6: Parties involved in a negotiation have interdependent
Q7: Gaining information about the opponent by asking
Q8: Only undesirable proposals are taken to a
Q9: In the case of an integrative negotiation,
Q11: In the case of a negotiation, the
Q12: A negotiator's WATNA is his or her
Q13: John Stuart Mills, an English philosopher, believed
Q14: Integrative bargaining is also known as an
Q15: Every proposal received should be studied and