When a Negotiator Makes an Extreme Initial Offer and Then

question 39

Multiple Choice

When a negotiator makes an extreme initial offer and then follows with an offer that appears more reasonable,he or she is attempting to create a ________ effect.

• A) bandwagon
• B) subadditivity
• C) psychological contrast
• D) primacy

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Definitions:

Calligraphic

Relating to the art of beautiful handwriting.

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The act of controlling, limiting, or holding back actions or responses, often to maintain discipline or adhere to rules.

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The process of creating a document layout that effectively communicates its content to the reader.