The Bargaining Zone Model States That

question 40

Multiple Choice

The bargaining zone model states that:

• A)the physical space around the negotiations affects the negotiation outcome.
• B)the negotiation process moves each party along a continuum with an area of potential overlap.
• C)the best negotiations occur in a neutral territory.
• D)negotiators must try to move the other party from a win-lose orientation towards a win-win orientation.
• E)win-lose negotiations typically begin by each party communicating its resistance point.

Distinguish between fixed and variable schedules of reinforcement.

Recognize applications of operant conditioning in everyday life.

Describe the extinction process and factors influencing it.

Appreciate the role of reinforcement in learning and behavior change.