As partners communicate and begin to bargain over the distribution of their obligations,rewards and costs,any concession made by one party is expected to be met by some form of _____ by the other.

Question

Quizplus · Accepted Answer

Reciprocation refers to the expectation that when one party makes a concession or offers something of value, the other party will offer something in return. This reciprocal behavior is an essential aspect of successful negotiation and is often seen as a way of building trust and cooperation between partners. A unilateral concession is a one-sided offer or concession that is not necessarily linked to any reciprocal behavior from the other party, and thus is not the best answer. Demand and payment are not appropriate choices in this context, as they do not capture the notion of reciprocity and mutual exchange that is key to effective negotiation. Association is not a relevant term in this context.

As Partners Communicate and Begin to Bargain Over the Distribution