A Judge May See a Target's Behavior, Pay Attention to the Behavior

question 29

Multiple Choice

A judge may see a target's behavior, pay attention to the behavior, and use the behavior in his or her judgment about the target's personality. However, for the personality judgment to be accurate, the

• A) observed behavior must be relevant to the trait being judged.
• B) behavior must be unusual and distinctive.
• C) judge must have observed the behavior on multiple occasions.
• D) personality trait must be cross-situationally consistent.

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Definitions:

Role of Incentives

The role of incentives in negotiations involves using motivational factors to encourage or influence the behavior or decisions of the other party.

Age

The length of time that a person or object has existed.

Ethically Questionable Tactics

Strategies that raise moral or ethical concerns regarding their appropriateness or fairness.

Distributive Tactics

Strategies used in negotiation that focus on dividing a fixed amount of resources, often resulting in a win-lose scenario.