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

Question

Quizplus · Accepted Answer

The reciprocity principle states that people tend to feel obligated to return a favor, service, or offer that they have received from someone else. This can be an effective way for negotiators to build trust with the counterparty by offering something of value, which can elicit a reciprocal response and help to establish a positive working relationship. The propinquity effect and mere-exposure effect relate to proximity and familiarity, respectively, while functional distance pertains to the physical or organizational barriers that can impede communication and collaboration.

Of the Different Psychological Methods That Negotiators Can Employ to Build