If an opponent wants to accept an offer, sometimes the other person becomes suspicious that the offer made is too good for the other person and so he or she withdraws it. The authors call this:
A) broken promise negotiation.
B) reactive devaluation.
C) smart thinking.
D) withdraw and retreat approach.
E) effective negotiation.

Question

Quizplus · Accepted Answer

Reactive devaluation is a cognitive bias that occurs when a proposal is devalued if it appears to originate from an adversary or opponent. In the context of negotiations, when an opponent readily accepts an offer, the offeror might suspect the offer was too favorable to the opponent and thus might reconsider or withdraw the offer, suspecting they made a mistake or could achieve a better deal.

If an Opponent Wants to Accept an Offer, Sometimes the Other