According to Results of Dissonance Studies, Who Is More Likely

question 151

Multiple Choice

According to results of dissonance studies, who is more likely to believe that lying is truly a heinous, unconscionable, and unforgivable act?

• A) Mark, who was tempted to lie but told the truth instead
• B) Dan, who has always told the truth
• C) Bill, who lies quite often
• D) Julius, who knew he should tell the truth but lied instead

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Definitions:

Selective Presentation

The strategic disclosure of only certain information, while withholding other facts, to influence perception or outcome.

Flexible Position

A negotiator's ability to adjust their demands or stance based on the discussion's progress and the other party's needs.

Advantages

Positive or favorable factors or conditions that contribute to reaching a goal or achieving a desirable outcome.

Extreme Opening Offer

An initial negotiation position that is highly ambitious or far from what is ultimately desired, used as a strategy to shift the bargaining range.