A Negotiator's Unilateral Choice of Strategy Is Reflected in the Answers

question 23

Short Answer

A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?

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Definitions:

Information-Processing Theorists

Scholars who study how human beings process information, including the ways in which they perceive, analyze, manipulate, store, and retrieve information.

Coherent Structures

Organized and stable patterns of relationships or elements that form a unified whole, commonly used in physics and mathematics.

Adaptive Functions

The purposes or roles that behaviors or physiological processes serve in helping an organism survive and reproduce in its environment.

Ethnologist

A researcher who studies the cultural differences and similarities among human societies, often through fieldwork and comparative analysis.