Mark expected that he was going to have to deal with a middle-aged man in a loud sport coat, and he was surprised when the salesperson, Melanie, approached. He inferred that he would not have to be so tough negotiating with a woman of his own age. Almost immediately, Melanie rejected his low-bid offer for the classic silver 1987 Camaro. In the sales interaction, they had quickly reached a tacit agreement about the way each would behave during the sale, a process called:
A) interaction dominance.
B) missionary selling.
C) pre-purchase search.
D) identity negotiation.

Question

Quizplus · Accepted Answer

The correct term for the process where individuals in a social interaction reach an unspoken understanding about each other's roles and behaviors is "identity negotiation." This involves adjusting one's behavior and expectations based on the perceived identity of the other person in the interaction, as seen in the interaction between Mark and Melanie.

Mark Expected That He Was Going to Have to Deal