Some Negotiators Make Extreme Offers

question 17

Multiple Choice

Some negotiators make extreme offers.The result of this strategy often means the counterparty may be offended and walk away from the table.This is known as the:

• A)chilling effect
• B)goal-setting paradox
• C)social utility decline
• D)winner's curse

Distinguish between the roles of discriminative stimuli in operant conditioning.

Understand the concept and application of chaining in operant conditioning.

Understand the calculation and implications of bond duration and modified duration.

Recognize the effects of yield changes on bond prices.

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Definitions:

Constructive Thought Pattern

A cognitive approach that focuses on positive outcomes and rational thinking to solve problems.

Competency-based Rewards

A system where employees are compensated based on their skills, abilities, and contributions to the organization, rather than purely on their job title or seniority.

Positive Self-talk

Involves the practice of making affirmative or constructive statements to oneself, often as a way to boost confidence, reduce stress, and foster a positive mindset.

Self-reinforcement

Occurs when an individual rewards themselves for completing tasks or achieving goals, reinforcing their own behavior.