When People State Their Demands and Then Become Committed to Them

question 18

Short Answer

When people state their demands and then become committed to them and are reluctant to back down, they are demonstrating the negotiation pitfall known as __________.

---

Definitions:

Social Exchanges

Social exchanges refer to the mutual and dynamic interactions of resources, information, or services between individuals or groups, often analyzed in social psychology and sociology to understand social structures and relationships.

Repatriation

The process of returning a person to their country of origin or citizenship, often used in the context of employees returning home after an international assignment.

Multinational Corporation

An enterprise conducting business, either through manufacturing or providing services, across various nations.

Uncertainty Avoidance

The degree to which individuals or cultures are comfortable with risk, ambiguity, and uncertainty in decision making.