In _____ Negotiating,the Negotiator Attempts to Secure an Agreement That

question 9

Multiple Choice

In _____ negotiating,the negotiator attempts to secure an agreement that satisfies both parties.

• A) win-win
• B) hard-bargaining
• C) zero-sum
• D) positional
• E) distributive

---

Definitions:

Higher-Order Conditioning

A form of classical conditioning in which a stimulus is paired with a previously conditioned stimulus (CS), resulting in the new stimulus becoming a CS as well.

Systematic Desensitization

A therapy technique used to treat phobias and anxiety disorders by gradually exposing the patient to the anxiety-producing stimulus in a controlled environment.

Counterconditioning

A behavior therapy technique where an unwanted behavior or response is replaced with a positive one in the presence of a triggering stimulus.

Conditioned Stimulus-Unconditioned Stimulus Pairings

The process in classical conditioning where a neutral stimulus (conditioned stimulus) is repeatedly presented alongside an unconditioned stimulus until it elicits a conditioned response.