Define Exonerating Circumstances

question 24

Multiple Choice

Define exonerating circumstances.

• A) Negotiators suggest that they had no choice in taking the positions they did.
• B) Negotiators explain their positions from a broader perspective,suggesting that while their current position may appear negative it derives from positive motives.
• C) Outcomes can be explained by changing the context.
• D) Negotiators who use multiple explanations are more likely to have better outcomes.
• E) None of the above can define exonerating circumstances.

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Definitions:

Acquired Needs Theory

A motivational model that posits individuals are driven by acquired needs, such as the need for achievement, power, and affiliation.

Achievement

The successful completion of tasks or attainment of goals through effort, skill, or courage, often recognized and rewarded.

Expectancy Theory

Expectancy theory is a motivational theory that suggests an individual's behavior is determined by their expected outcomes, based on their beliefs about effort-performance relationships, and the desirability of these outcomes.

Performance-reward Relationships

The correlation between the level of performance and the reward received, highlighting the principle that higher performance should lead to greater rewards.