Social Exchange Theory Focuses On

question 83

Multiple Choice

Social exchange theory focuses on:

• A)conflict
• B)power
• C)self and behavior
• D)self-presentational strategies
• E)the construction of meaning

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Definitions:

Contract Zone

The range within which parties can find common ground in negotiations, particularly in the context of collective bargaining or business agreements.

BATNA

Optimal Alternative to a Negotiated Agreement; the best possible course of action that a party can pursue if negotiations break down and no agreement is achieved.

Modified Integrative Bargaining

A negotiation strategy that seeks collaborative solutions, blending competitive and cooperative approaches.

Distributive Bargaining

A negotiation strategy that views the resources as fixed and aims to divide them between parties, often resulting in a win-lose situation.