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bchangia bchangia
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6 years ago
In negotiation, the reactance principle is the tendency for people to:
A) do the opposite of what someone tells them to do if they feel they are not given a choice
B) quickly react by giving up their desired outcome
C) quickly re-anchor when the other party makes an opening offer, especially an extreme one
D) speak before they have actually heard the other party
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
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The Mind and Heart of the Negotiator, 6/E
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JamesD01JamesD01
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6 years ago
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3 years ago
thanks
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