A negotiator's personal,cause and effect theory about what behaviors will lead to certain outcomes in a negotiation is best termed:
A)a mental model
B)haggling model
C)availability heuristic
D)exchange norms

Question

Quizplus · Accepted Answer

A negotiator's personal, cause and effect theory about what behaviors will lead to certain outcomes in a negotiation is best referred to as a mental model. It is a cognitive framework that negotiators use to understand and respond to complex negotiation situations. It is based on a negotiator's beliefs, values, experiences, and expectations about how negotiation processes and outcomes work.

A Negotiator's Personal,cause and Effect Theory About What Behaviors Will