The tendency for one group to place little value on the offer proposed be the opposing side in a negotiation is called
A) reactive devaluation.
B) fundamental attribution error.
C) polarization.
D) construal bias.

Question

Quizplus · Accepted Answer

Reactive devaluation is the tendency to devalue an offer proposed by the opposing party in a negotiation simply because it originated from them. This can happen regardless of the intrinsic value or merit of the proposal. Therefore, A is the correct choice as it describes this phenomenon accurately, whereas B, C, and D are unrelated to the specific concept being described.

The Tendency for One Group to Place Little Value on the Offer