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Francis found that negotiators from a familiar culture (Japan)who made no attempt to adapt to American ways were perceived more positively than negotiators who made moderate adaptations.
Obsessive-Compulsive Disorder
A mental health disorder characterized by recurrent, unwanted thoughts (obsessions) and repetitive behaviors (compulsions) that the individual feels driven to perform.
Panic Attack
A sudden onset of intense fear or discomfort, often accompanied by physical symptoms such as rapid heartbeat and shortness of breath.
Panic Disorder
A psychiatric disorder characterized by sudden, unexpected attacks of intense fear or discomfort, often accompanied by physical symptoms.
Cognitive Theory
A psychological approach that emphasizes the importance of thought processes in understanding behavior and mental states.
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Q80: Explain how ingratiation helps a negotiator.