Research Using the Implicit Association Test ("IAT") Has Found That

question 77

Multiple Choice

Research using the Implicit Association Test ("IAT") has found that both younger people and older people show a preference for young faces over old faces. The authors of the IAT have suggested that this finding occurs because ____.

• A) the elderly are a stigmatized group
• B) the elderly are a less familiar group (e.g., there are many more young people in the popular media today than old people)
• C) people are evolutionarily "wired" to prefer younger faces to older faces
• D) people do not have well-formed automatic attitudes about the elderly

Recognize the importance of expert and referent power in influencing others.

Describe the relationship between power, authority, and influence.

Understand the concept and significance of the zone of indifference.

Comprehend the effects of coercive power on employee behavior and performance.

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Definitions:

Negative Bargaining Range

A situation in negotiations where there is no overlap in the acceptable terms between parties, making it difficult to reach an agreement.

Concession Making

The act of yielding or conceding points in a negotiation to reach an agreement.

Original Offer

The initial proposal or bid made by one party in a negotiation.

Opening Stance

The initial position or attitude one adopts at the beginning of a negotiation or debate, often setting the tone for discussions and indicating preliminary expectations or demands.