Of the different psychological methods that negotiators can ...

[vinney12]

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

[amy.lauersdorf90]

Answer to Question 1

B

Answer to Question 2

a;

[vinney12]

Thanks for the timely response, appreciate it

[emsimon14]

Gracias!