The Opening Stance Is

question 29

Multiple Choice

The opening stance is:

• A) a package of concessions.
• B) another name for the first round of concessions.
• C) the attitude to adopt during the negotiation.
• D) the first price that a buyer quotes to a seller.

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Definitions:

Classical Conditioning

A training method where two cues are consistently associated with each other, leading to a situation where a reaction initially triggered by the second cue is ultimately triggered by the first cue alone.

Robert Rescorla

A psychologist known for his influential work in the conditioning area, particularly regarding the contingency model of classical conditioning.

B. F. Skinner

An American psychologist known for his work in behaviorism and the development of the theory of operant conditioning, which emphasizes the role of reinforcement and punishment in shaping behavior.

Law of Effect

A principle in psychology proposed by Edward Thorndike, suggesting that behaviors followed by positive outcomes are likely to be repeated, while those followed by negative outcomes are less likely to reoccur.