In Negotiation,the Strategy of Making Concessions on Low-Priority Issues in Exchange

question 16

Multiple Choice

In negotiation,the strategy of making concessions on low-priority issues in exchange for gains on high-priority issues is known as:

• A)the fixed pie perception
• B)logrolling
• C)counterfactual thinking
• D)consensus conflict

---

Definitions:

Initiative

The ability to assess and initiate things independently, often leading to the undertaking of new projects or actions.

Perceptual Development

Refers to the process by which individuals learn to make sense of sensory input, allowing them to interpret and understand the world around them.

Fixation Time

The amount of time spent looking at a visual stimulus.

Visual Stimulus

Any external object or event that is seen and which can influence a person's behavior or emotions.