There Is a Growing Body of Evidence That Suggests That

question 14

Multiple Choice

There is a growing body of evidence that suggests that women are at a disadvantage in negotiations as compared to male negotiators.The nature of this disadvantage may occur in

• A) being treated differently before and during negotiations than men.
• B) receiving worse opening offers from the other party.
• C) receiving worse outcomes in similar negotiations than males.
• D) being penalized when they use the same negotiation tactic that males use successfully.
• E) All of the above.

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Definitions:

Observational Learning

A learning process that occurs through observing the behavior of others and the outcomes of that behavior.

Cognitive Learning

Learning based upon mental processes, such as thinking, memory, understanding, and reasoning, rather than by emotional or instinctual responses.

Classical Conditioning

The development of understanding through the combination of a naturally present stimulus and one from the environment.

Adaptability

The ability to change or be changed to fit varied circumstances or environments, often essential for survival, growth, and development.