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:

Decision

The process of making choices by identifying a decision, gathering information, and assessing alternative resolutions.

Polya's Four Steps

A problem-solving approach involving four phases: understanding the problem, devising a plan, carrying out the plan, and looking back at the solution process.

Word-Superiority Effect

A phenomenon where words are more easily recognized and processed than isolated letters or non-words.

Spreading Activation

A model in cognitive psychology that explains how information is retrieved in the brain, suggesting that thoughts and ideas are connected in a network and thinking about one concept triggers related concepts.