When the Difference Between Your Terms and the Other Negotiator's

question 4

True/False

When the difference between your terms and the other negotiator's BATNA is small, then negotiators have more room to manoeuvre.

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Definitions:

Discriminative Stimulus

A stimulus in the presence of which a particular response is reinforced, helping an individual differentiate when a certain response will be rewarded.

Classical Conditioning

An educational method that happens when a connection is made between an external stimulus and one that occurs naturally.

UCS

Unconditioned Stimulus (UCS) is a stimulus that naturally and automatically triggers a response without any prior learning in classical conditioning.

Token Economy

A behavior modification system that uses tokens as a form of reinforcement or reward for desired behaviors, which can be exchanged for privileges or treats.