Usually a Tougher Bargaining-One Using a More Extreme Opening Position

question 42

True/False

Usually a tougher bargaining-one using a more extreme opening position, fewer concessions, and/or smaller concessions-can obtain a more favorable fail agreement. There appear to be exceptions to such a conclusion, however. Never making a concession may be responded to by the other side in a similar fashion, leading to little or no convergence in the bargaining interaction. When time allotted to bargaining (or that which is left) is very short and when not reaching an agreement is clearly disadvantageous, toughness may be a poor strategy because it could result in no agreement.

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Definitions:

Evaluates

Evaluates involves making judgments about the value, quality, outcome, or significance of something or someone based on evidence and criteria.

Cognitive-Social Theory

A theoretical perspective that emphasizes the role of cognitive processes in understanding social behavior.

Humanistic Theory

An approach in psychology that emphasizes empathy and stresses the good in human behavior.

Psychodynamic Theory

A theory in psychology which asserts that psychological processes and behaviors stem from the interaction of dynamic unconscious and conscious factors.