The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:
A)integrative self-efficacy
B)distributive self-efficacy
C)emotional intelligence
D)the halo effect

Question

Quizplus · Accepted Answer

Distributive self-efficacy refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation. Integrative self-efficacy, on the other hand, refers to a negotiator's belief in their ability to integrate their own interests with those of the other party and create value in a negotiation. Emotional intelligence refers to the ability to perceive, understand, and manage one's own emotions and those of others. The halo effect is a cognitive bias in which our overall impression of a person influences our perceptions of their specific traits or abilities.

The Term That Refers to a Negotiator's Belief in Their