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What Are the Positive and Negative Implications for Electronic Negotiation

question 28

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What are the positive and negative implications for electronic negotiation? Does information technology hurt or hinder the ability of negotiators to "expand the pie" of resources in a negotiation?


Definitions:

Skinner Box

An experimental apparatus used in the behavioral study of animals, named after B.F. Skinner, to study operant conditioning.

Shaping

A method of behavior training in which successive approximations toward a desired behavior are reinforced.

Premack Principle

A principle stating that a more desired activity can serve as a reinforcer for a less desired activity.

Behavior Modification

A therapeutic approach that seeks to change potentially self-destructive or unhealthy behaviors through the systematic application of the principles of conditioning.

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