The Bargaining Range Is Defined by

question 56

Multiple Choice

The bargaining range is defined by

• A)the opening stance and the initial concession.
• B)the initial round of concessions.
• C)the bargaining mix and the opening stance.
• D)the opening offer and the counteroffer.
• E)The bargaining range is defined by all of the abovE.

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Definitions:

Cognitive Dissonance

A psychological discomfort experienced when holding contradictory beliefs or values, often leading to a change in belief or behavior to reduce discomfort.

Foot-In-The-Door

A compliance technique where a small initial request is made which is easy to agree to, followed by a larger request.

Fundamental Attribution Error

The inclination to give too much importance to individual traits and overlook the influence of circumstances when evaluating the actions of others.

Situational Attributions

The process of explaining one's own or other people's behavior as the result of external factors, such as the context or the situation.