Ahead of the Negotiation Process,one of the Negotiating Parties Invites

question 38

Multiple Choice

Ahead of the negotiation process,one of the negotiating parties invites the other to dinner.The offer is difficult to decline as the reservations have already been made.Though this may not do much by way of influencing the negotiation outcome,the other party too decides to return the favor.Which of the following best explains the reasons for the other party's behavior?

• A) the mere exposure effect
• B) the reciprocity principle
• C) the similarity effect
• D) the propinquity effect

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Definitions:

Middle Adulthood

The stage of life, usually occurring from approximately 40 to 65 years old, involving transitions in physical, cognitive, and social roles.

Extraversion

A personality trait characterized by high levels of sociability, talkativeness, energy, and assertiveness, one of the dimensions in the Big Five personality traits.

Big Five

A model outlining five major dimensions of human personality: openness, conscientiousness, extraversion, agreeableness, and neuroticism.

Assertiveness

The quality of being confident and self-assured without being aggressive, allowing one to express themselves clearly and respectfully.