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bchangia bchangia
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7 years ago
By signaling their willingness to share information about their interests, but not their BATNAs, negotiators can capitalize on the powerful principle of reciprocity. Which of the following situations best illustrates the reciprocity principle?
A) A cab driver takes a customer to her hotel and picks up a new customer at the hotel.
B) An employee shares information about a project's progress with a coworker who is uncertain.
C) A car salesman shares information about the town where he grew up, and his customer shares that he also grew up near that town.
D) A woman compliments a friend about her purse, and the friend says thank you.
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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kenttodkenttod
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7 years ago
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bchangia Author
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7 years ago
Helped a lot
avance37
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Yesterday
Thank you, thank you, thank you!
rudy.zondo
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2 hours ago
Just got PERFECT on my quiz
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