Ahead of the negotiation process,one of the negotiating parties invites the other to dinner.The offer is difficult to decline as the reservations have already been made.Though this may not do much by way of influencing the negotiation outcome,the other party too decides to return the favor.Which of the following best explains the reasons for the other party's behavior?
A) the mere exposure effect
B) the reciprocity principle
C) the similarity effect
D) the propinquity effect

Question

Quizplus · Accepted Answer

The reciprocity principle suggests that people tend to respond to a positive action with another positive action. In this scenario, the other party may feel obliged to return the favor of the dinner invitation as a way of showing gratitude and building a positive relationship with the first party.

Ahead of the Negotiation Process,one of the Negotiating Parties Invites