In Which Type of Frame Would Parties Be More Likely

question 25

Multiple Choice

In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose) negotiations than in other types?

• A) Identity
• B) Loss-gain
• C) Outcome
• D) Process
• E) Substantive

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Definitions:

Theories of Motivation

Explorations and explanations of why individuals are driven to perform actions, goals, and behaviors.

Extrinsic Rewards

External incentives such as money, prizes, or praise given to motivate behavior.

Self-Actualization Needs

The highest level in Maslow's hierarchy of needs, representing the fulfillment of one's potential and the realization of one's abilities and qualities.

Acquired Needs

Psychological or emotional needs that develop over time based on one's experiences and environment, such as the need for achievement or affiliation.