We Usually Try to Analyze the Costs and Rewards Before

question 9

Multiple Choice

We usually try to analyze the costs and rewards before the use of convergence. This view is suggested by:

• A) social comparison theory
• B) similarity-attraction theory
• C) social identity theory
• D) social exchange theory
• E) causal attribution theory

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Definitions:

Committed Position

A committed position is a firm stance taken by a negotiator, indicating a non-negotiable point or a very strong preference.

Bargaining Mix

The range of items or issues that are negotiable within a discussion, which can include tangible and intangible factors.

Commitment Statements

Expressions or declarations made by individuals or groups indicating their intention to adhere to agreements or pursue certain actions.

Extreme Opening Offer

An initial proposal in negotiations that is much higher or lower than what one actually expects to achieve, used as a strategic move.