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Andru Andru
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6 years ago
One reason why it is difficult for negotiators to recover from making a bad impression is related to the "forked tail effect" which means that:
A) the reputations we assign to others are not internally consistent
B) we believe that people we trust and like are also intelligent and capable
C) the reputations we assign to others tend to be highly positive
D) once we form a negative impression of someone, we tend to view everything else about them in a negative fashion
Textbook 
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator


Edition: 6th
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Business Intelligence: A Managerial Perspective on Analytics, 4/E (Sharda, Delen, Turban)
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JamesD01JamesD01
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6 years ago
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Andru Author
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#2
6 years ago
So helpful Smiling Face with Open Mouth
Business Intelligence: A Managerial Perspective on Analytics, 4/E (Sharda, Delen, Turban)
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