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:

Short-term Memory

The part of the memory system where information is stored for a short duration, typically around 20 to 30 seconds.

Episodic Memory

The type of long-term memory that involves the recollection of specific events, situations, and experiences, including the context of time and place.

Digit-span Test

A psychological test used to measure working memory's capacity by having subjects repeat back a sequence of numbers.

Declarative Memory

A type of long-term memory that involves the recall of specific facts and events which can be verbally stated or "declared."