An Insight Drawn from Research of the Frames Negotiators Use

question 63

Multiple Choice

An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?

• A) Negotiators can use more than one frame.
• B) Mismatches in frames between parties are sources of conflict.
• C) Particular types of frames may led to particular types of agreements.
• D) Specific frames may be likely to be used with certain types of issues.
• E) Parties are likely to assume a particular frame because of various factors.

---

Definitions:

Shaping

A process in operant conditioning involving the reinforcement of successive approximations of a desired behavior to teach a new behavior.

Learning Strategy

A planned approach or set of tactics used to facilitate the process of acquiring knowledge or skills.

Increasingly Longer

Describing something that is gradually extending or growing in duration over time.

Partial Reinforcement

In behavioral psychology, this refers to a conditioning schedule where only some of the responses are followed by a reward, making a behavior more resistant to extinction.