Question

The expectation that if one party makes a concession, the other party will make the next concession is called the . . .?

a. Concession expectation
b. Quid pro quo
c. Multiple concession expectation
d. Norm of reciprocity
e. Serial concession pattern

Answer 1

The expectation that if one party makes a concession, the other party will make the next concession is called the norm of reciprocity. It is a social norm that governs how people interact and negotiate with each other.

Step-by-step explanation:

The expectation that if one party makes a concession, the other party will make the next concession is called the norm of reciprocity. It is a social norm that governs how people interact and negotiate with each other. This norm implies that when one party makes a gesture of goodwill, the other party is expected to reciprocate by making a similar gesture.

For example, in a negotiation, if Party A makes a concession by lowering their demands, the norm of reciprocity suggests that Party B should also make a concession in return. This reciprocity helps foster cooperation and reach mutually beneficial agreements.

The norm of reciprocity is also applicable in other situations, such as gift-giving, favors, and social interactions. It is a fundamental principle in building and maintaining relationships.