What Is the Primary Reason Negotiators Do Not Pursue Integrative

question 48

Essay

What is the primary reason negotiators do not pursue integrative agreements?

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Definitions:

Reinforcements

In behavioral psychology, any event that strengthens or increases the likelihood of a behavior repeating.

Systematic Desensitization

A therapeutic method used to reduce phobic or anxiety responses through gradual exposure to the feared object or situation coupled with relaxation techniques.

Gradual Association

The process of forming connections or associations between stimuli or ideas over time, often leading to learned behaviors or understandings.

Operant Conditioning

A learning process through which the strength of a behavior is modified by reward or punishment.