Negotiation Is Based on Information Dependence-The Exchange of Information to Learn

question 5

True/False

Negotiation is based on information dependence-the exchange of information to learn the true preferences and priorities of the other negotiator.

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Definitions:

Punishment

A consequence that decreases the likelihood of a behavior being repeated.

Reinforcing Surroundings

Environmental factors or conditions that strengthen a particular behavior through positive or negative reinforcement.

Negative Punishment

A behavioral modification technique involving the removal of a desirable stimulus to decrease the likelihood of a behavior occurring again.

Time-Out

A behavioral modification technique involving temporary isolation or removal from a situation to decrease undesirable behavior.