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Integrative bargaining is sometimes referred to as a win-lose bargaining strategy.
Albert Bandura
An influential psychologist known for his work on social learning theory, which emphasizes the role of observational learning, self-efficacy, and personality in behavior.
Capability-specific Belief
An individual's confidence in their ability to perform tasks or activities related to a specific domain or skill set.
Punishment
The imposition of a penalty as retribution for an offense or undesirable behavior.
Reinforcement
A process in psychology and behavior analysis that strengthens a behavior or response due to the application of a stimulus (reward or punishment) after the behavior occurs.
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Q188: When parties approach negotiations as a zero-sum