If an Opponent Wants to Accept an Offer, Sometimes the Other

question 11

Multiple Choice

If an opponent wants to accept an offer, sometimes the other person becomes suspicious that the offer made is too good for the other person and so he or she withdraws it. The authors call this:

• A) broken promise negotiation.
• B) reactive devaluation.
• C) smart thinking.
• D) withdraw and retreat approach.
• E) effective negotiation.

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Definitions:

Punishment

The imposition of a penalty as retribution for an offense or undesirable behavior.

Reinforcement

A process in psychology and behavior analysis that strengthens a behavior or response due to the application of a stimulus (reward or punishment) after the behavior occurs.

Unpleasant Consequence

An undesirable result or effect that follows a particular action or decision.

Law of Immediate Reinforcement

A principle stating that behaviors are more likely to be repeated when they are immediately followed by a positive reinforcement.