Negotiators Who Have Repeated Interactions with Others Over a Finite

question 8

Multiple Choice

Negotiators who have repeated interactions with others over a finite amount of time can use the mechanism of backward induction to:

• A)analyze and improve their negotiation strategy by looking backward from the last stage of a negotiation to the first
• B)decide that nothing can be done differently during the next interaction to increase their slice of the pie
• C)escalate conflict over each subsequent interaction
• D)analyze and improve their negotiation strategy by looking sequentially forward from the first interaction to the last

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Definitions:

Peripheral Route Persuasion

A method of persuasion that relies on cues outside of the message content, such as the attractiveness or credibility of the source.

Social Loafing

The tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable.

Conformity

Adjusting one’s behavior or thinking to coincide with a group standard.

Informational Social Influence

Influence resulting from one’s willingness to accept others’ opinions about reality.