Negotiators Who Are in a Positive Mood ________ Than Do

question 32

Multiple Choice

Negotiators who are in a positive mood ________ than do negative or neutral-mood negotiators.

• A) use fewer cooperative strategies
• B) engage in less information exchange
• C) generate fewer alternatives
• D) use fewer contentious tactics

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Definitions:

Dual-Coding Theory

A theory suggesting information is better retained when encoded both visually and verbally.

Semantic Codes

Representations of information in the mind in terms of meaning, rather than purely by the structure or appearance of words or phrases.

Visual Codes

The symbols, signs, or graphics used in communication systems to represent ideas, objects, or actions visually.

Patriot Cause

The movement and ideology among American colonists from the late 1760s to the 1780s aimed at gaining independence from Great Britain.