Negotiators Who Are High in Both Epistemic and Cooperative Motivation

question 48

True/False

Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

---

Definitions:

Foucault

A French philosopher and social theorist known for his work on power, knowledge, and the social construction of both.

Power

The power or skill to guide or shape the actions of others or the direction of events.

Foucault

Refers to Michel Foucault, a French philosopher and social theorist known for his influence on various disciplines such as sociology, critical theory, and history of ideas, especially for his works on power, knowledge, and discourse.

Disciplining Bodies

Practices and institutions that aim to regulate, control, and shape bodies according to specific norms, often reflecting power dynamics and social control.