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Cantey Cantey
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7 years ago
Of the different psychological methods that negotiators can employ to build trust with the counterparty, the use of which principle can make a counterparty feel obligated to return in kind what the negotiator has offered or given to them?
A) The reciprocity principle
B) Functional distance
C) The propinquity effect
D) The mere-exposure effect
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
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fiona_zapatifiona_zapati
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7 years ago
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