According to the Fixed-Pie Perception,________

question 29

Multiple Choice

According to the fixed-pie perception,________.

• A) a negotiator believes that he must get what the other party is not willing to part with
• B) a negotiator believes that the other party has the same interests as his own
• C) a negotiator believes that the other party has interests contrary to his own
• D) a negotiator believes that the other party has interests that overlap with his own

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Definitions:

Operant Conditioning

A learning process through which the strength of a behavior is modified by reinforcement or punishment.

Phobic Responses

Exaggerated fears triggered by specific objects, situations, or activities, resulting in intense anxiety or avoidance behaviors.

Mowrer

Psychologist O.H. Mowrer, known for his theories on learning and contributions to behavior therapy, especially in the treatment of fears and enuresis.

Obsessive-Compulsive Disorder

A mental disorder characterized by persistent, unwanted thoughts (obsessions) and repetitive behaviors (compulsions).