Negotiators Also Need to Remember That _____________ Factors Influence Their

question 17

Short Answer

Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry,defensive,or zealously committed to some idea).

---

Definitions:

Cognitive Development Theory

A theory in psychology that describes how children's thinking progresses through distinct stages, each characterized by new intellectual abilities and ways of understanding the world.

Social Influence Theory

A theory that explains how an individual's thoughts, feelings, and behaviors are influenced by social groups.

Freud's Dream Theory

A theory suggesting that dreams represent unconscious desires, thoughts, and motivations, with content subjected to a process of condensation and displacement.

Manifest Content

The actual literal content and storyline of a dream, as remembered by the dreamer.