question archive Malavica is negotiating to purchase some equipment from Eric for her start-up business
Malavica is negotiating to purchase some equipment from Eric for her start-up business
Subject:Operations ManagementPrice:2.87 Bought7
Malavica is negotiating to purchase some equipment from Eric for her start-up business. During the negotiation she makes a concession to Eric regarding the delivery date. (The delivery date requested by Eric caused no problems for Malavica.) In gratitude for her concession, Eric agrees to extend the warranty on the equipment he is selling her for an additional time period. This is an example of (select one):
anchoring.
reciprocity.
availability.
all of the above.
two of the above.
none of the above.
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Answer:
Reciprocity is a social gesture or rule under which people reciprocate i.e giving back, the kind of treatment they have received from another.So malavica is negotiating to purchase some equipment from Eric for her start-up business. During the negotiation she makes a concession to Eric regarding the delivery date. (The delivery date requested by Eric caused no problems for Malavica.) In gratitude for her concession, Eric agrees to extend the warranty on the equipment he is selling her for an additional time period. Which depicts that eric has reciprocated malavica by exchanging the warranty in exchange of concession given by her.
So answers is reciprocity.
