Reactive devaluation
A) leads negotiators to minimize the magnitude of a concession made by a disliked other.
B) leads to reduced willingness to respond with a concession of equal size.
C) may be minimized by maintaining a more objective view of the process.
D) can lead to motivation to seek even more once a concession has been made.
E) All of the answers are correct.

Question

Quizplus · Accepted Answer

All of the answers are correct. Reactive devaluation is a cognitive bias where individuals tend to devalue or discount concessions or offers made by disliked or adversary parties, especially in negotiation or conflict situations. This bias can affect decision-making, undermine trust, escalate conflicts, and reduce the likelihood of reaching mutually beneficial agreements. To mitigate the effect of reactive devaluation, negotiators can try to focus on the objective merits of the proposal, avoid personalizing the negotiation, build rapport and empathy, communicate clearly and respectfully, and avoid retaliatory tactics.

Reactive Devaluation