Distributive Negotiation Is a Competitive and Adversarial Negotiation Approach in Which

question 140

True/False

Distributive negotiation is a competitive and adversarial negotiation approach in which each party strives to get as much as it can, usually at the expense of the other party.

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Definitions:

Environmental Forces

External factors, including physical, social, and cultural aspects, that can influence an individual's behavior or an organization's operations.

Ego Identity

An individual's sense of self, formed through both personal continuity and social recognition, and is central to their personality.

Learned Responses

Behaviors developed as a result of exposure to environmental stimuli and the consequent learning from the outcomes of those behaviors.

Shaping

A method of behavior training in which positive reinforcement is used to produce successive approximations of a desired behavior.