Effective Negotiators Are Thoughtful About the Distinction Between Issues of Principle

question 3

True/False

Effective negotiators are thoughtful about the distinction between issues of principle, where firmness is essential, and other issues where compromise or accommodation is the best route to a mutually acceptable outcome.

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Definitions:

Bystander

A person who is present at an event or incident but does not take part.

Cognitive Dissonance

The psychological unease felt by someone who simultaneously possesses conflicting beliefs, ideas, or values.

Festinger

A psychologist known for developing the theory of cognitive dissonance, which describes the discomfort felt when holding conflicting beliefs or attitudes.

Cognitive Dissonance

A psychological discomfort experienced when holding two or more contradictory beliefs, ideals, or values.