Bargainer's Resistance to Making Concessions Is Negatively Correlated to Both

question 38

True/False

bargainer's resistance to making concessions is negatively correlated to both the time required to make a further concession and the probability of withdrawing from the negotiations.

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Definitions:

Dissociation

A mental process of disconnecting from one’s thoughts, feelings, memories, or sense of identity.

Role-Playing

A method of learning or behavior change that involves acting out a role, possibly as oneself or as another person.

Divided-Consciousness

A theory suggesting that during hypnosis, the consciousness is split; one part responds to the hypnotist's suggestions, while another part, a "hidden observer", remains aware of reality.

Paradoxical Behavior

Actions that appear contradictory to the expected behavior or outcome.