Negotiators Who Use Multiple Explanations Are More Likely to Have

question 25

True/False

Negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

---

Definitions:

Comparison

The act of evaluating two or more items, people, or situations to identify similarities, differences, or to ascertain superiority.

Uncertainty-Identity Theory

A social psychological theory suggesting that people join and identify with groups in order to reduce feelings of uncertainty about themselves and the world.

Social Identity Processes

The mechanisms through which individuals develop and maintain their social identity, including categorization, identification, and comparison with other groups.

Uncertainty

Uncertainty involves situations where the outcomes, probabilities, or implications are unclear, often leading to ambiguity and indecision.