______ Typically Adopt Either a Distributive or Integrative Approach to Negotiation

question 32

Multiple Choice

______ typically adopt either a distributive or integrative approach to negotiation.

• A) Bargainers
• B) Leaders
• C) Consumers
• D) Partners

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Definitions:

Behavioral Contrast

A phenomenon in which the response rate to one stimulus changes as a result of a change in the reinforcement offered for another stimulus.

Second-order Conditioning

A form of learning where a stimulus that was previously neutral is associated with a conditioned stimulus to elicit the same conditioned response, without the original unconditioned stimulus.

Habituation

A procedure in which a life form diminishes or halts its response to a recurring stimulus as time goes by.

Sensitization

The process where repeated administration of a stimulus results in the progressive amplification of a response.