Skilled Negotiators May

question 45

Multiple Choice

Skilled negotiators may

• A) suggest different forms of a potential settlement that are worth about the same to them.
• B) recognize that not all issues are worth the same amount to both parties.
• C) frequently save a final small concession for near the end of the negotiation to "sweeten" the deal.
• D) make the last concession substantial to indicate that "this is the last offer".
• E) Skilled negotiators may take all of the above actions.

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Definitions:

Interoception

Interoception refers to the internal sensing system of the body that helps in perceiving physiological states such as hunger, heart rate, and thirst.

Exteroception

The sensory process that involves perceiving stimuli originating outside the body, such as sight, sound, and touch.

Information Integration Theory

A theory that explains how individuals combine pieces of information to make judgments.

Neural Networks

A computational model or framework inspired by the networks of biological neurons, where artificial neurons or nodes interconnect to process information.