In Negotiation,the Reactance Principle Is the Tendency for People To

question 25

Multiple Choice

In negotiation,the reactance principle is the tendency for people to:

• A)do the opposite of what someone tells them to do if they feel they are not given a choice
• B)speak before they have actually heard the other party
• C)quickly reanchor when the other party makes an opening offer,especially an extreme one
• D)quickly react by giving up their desired outcome

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Definitions:

Ethical Relativism

The belief that moral principles are not absolute but vary with cultural, societal, or personal circumstances.

Deontology

An ethical theory that suggests actions are morally right because of their intrinsic properties rather than their outcomes.

Ethical Theory

The systematic examination of morals, involving the analysis of concepts like right and wrong, justice, and virtue.

Situational Ethics

The ethical theory that morality is determined by the specific context of an act rather than by general or absolute rules.