Author Question: Of the different psychological methods that negotiators can employ to build trust with the ... (Read 121 times)

vinney12 · **on:** Jul 7, 2018

Of the different psychological methods that negotiators can employ to build trust with the
counterparty, the use of which principle can make a counterparty feel obligated to return in kind
what the negotiator has offered or given to them?

A) The mere -exposure effect B) The reciprocity principle
C) Functional distance D) The propinquity effect

Question 2

Vision, persuasion, and story telling are types of _________ tools that deal with resistance to change.

a. leadership
b. participation and involvement
c. power
d. manipulation and cooptation