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Negotiators who begin with a tough stance and make few early concessions,and later make larger concessions,elicit more concessions from the other party than negotiators who begin with generous concessions and then become tough and unyielding.
Negative Attitude Change
A shift in a person's feelings and dispositions from positive or neutral to negative towards an object, person, or situation.
Halo Effect
A cognitive bias where the perception of one positive characteristic influences the assumption of other positive traits in the same individual.
Sleeper Effect
A phenomenon where a message that initially has little impact becomes more persuasive over time, typically because of a delay in the message's perceived importance or credibility.
Psychological Reactance
An enthusiastic reaction towards proposals, persons, directives, or laws that intimidate or eradicate specified freedoms of behavior.
Q3: Relative power influences the negotia_ a negotiator
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