Asked by Sammie Schwab on Apr 28, 2024
Verified
The reciprocity principle can be turned to one's favor by using it in bargaining. In order to do this, one must __________.
A) give a small concession to create a feeling of obligation in the other member of the transaction
B) stand firm to force a concession from the other side
C) give a large concession to force the other bargainer's hand
D) give a small concession to make the other bargainer feel small
Reciprocity Principle
A social norm suggesting that people should return the kind of behavior they receive from others, like kindness for kindness.
Bargaining
A negotiation process between two or more parties aimed at reaching a mutually acceptable agreement.
Obligation
A duty or commitment one is bound to by law, promise, or moral responsibility.
- Acknowledge the strategies used in bargaining and their underlying psychological principles.
Verified Answer
MR
Mackenzie RoughtonMay 02, 2024
Final Answer :
A
Explanation :
Giving a small concession can create a feeling of obligation in the other member of the transaction, causing them to feel like they need to reciprocate and make a concession in return. This can be a useful bargaining strategy to use the reciprocity principle to one's favor. Standing firm or giving large concessions may not be effective strategies in this situation. Giving a small concession to make the other bargainer feel small is not a productive or ethical strategy in bargaining.
Learning Objectives
- Acknowledge the strategies used in bargaining and their underlying psychological principles.