In Any Industry in Which Repeat Business Is Done with the Same

question 51

True/False

In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.

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Definitions:

Cognitive Dissonance

A psychological discomfort experienced when holding two or more conflicting cognitions (beliefs, attitudes, or values).

State of Tension

A psychological and physiological condition characterized by feelings of unease or stress that can motivate behavior to relieve this discomfort.

Incongruent

Describes something that is not in harmony or consistent with something else, often leading to cognitive dissonance.

Stanley Milgram

A psychologist known for his research on obedience, demonstrating how people are willing to follow orders from authority figures, even to the extent of harming others.