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Negotiators implicitly or explicitly consider three bargaining positions.These positions include:
Yerkes-Dodson Law
A psychological principle stating that performance increases with arousal up to an optimal point, after which it decreases as arousal levels become too high.
Arousal Theory
A theory in psychology that suggests motivation is driven by levels of arousal, where individuals are motivated to maintain an optimal level of arousal.
Yerkes-Dodson Law
A psychological principle stating that performance increases with arousal only up to a point, after which performance decreases.
Arousal
A physiological and psychological state of being awake, alert, and engaged, often as a response to stimuli.
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