Asked by Raney Sumpter on Jun 15, 2024
Verified
Reactive devaluation
A) leads negotiators to minimize the magnitude of a concession made by a disliked other.
B) leads to reduced willingness to respond with a concession of equal size.
C) may be minimized by maintaining a more objective view of the process.
D) can lead to motivation to seek even more once a concession has been made.
E) All of the above are elements of reactive devaluation.
Reactive Devaluation
The tendency to view a proposal or offer as less desirable simply because it originated from an adversary or opposing party.
Concession
An adjustment or compromise made by one party in a negotiation, often to meet the other party halfway.
Disliked Other
An individual who is viewed unfavorably or negatively by someone.
- Recognize different cognitive biases and their impact on negotiations.
Verified Answer
KR
Katia RubioJun 21, 2024
Final Answer :
E
Explanation :
All of the options listed are elements of reactive devaluation. Reactive devaluation refers to the tendency to devalue an offer or concession if it comes from a disliked person or group, potentially leading to reduced willingness to respond with a similar concession or motivation to seek even more. Maintaining an objective view of the process may help minimize reactive devaluation.
Learning Objectives
- Recognize different cognitive biases and their impact on negotiations.