What Role Does Bargaining Power Play in Determining the Outcomes

question 22

Essay

What role does bargaining power play in determining the outcomes of the bargaining process? (Page 218)

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Definitions:

Ingroup

A group to which a person identifies as being a member, often leading to a sense of belonging and loyalty.

Internal Attribution

The inference that a person is behaving in a certain way because of something about the person, such as attitude, character, or personality.

External Attribution

The process of attributing the cause of someone's behavior to external factors or situations beyond the individual's control.

Internal-Stable

An attribution style where individuals believe that the causes of their behavior or events are due to stable, internal factors within themselves.