Karina is going to negotiate with a lawyer who has a reputation for being aggressive and hostile. To prevent herself from being taken advantage of, Karina enters the negotiation with a hard position and cold interpersonal style. As a natural response to Karina's behavior, the other lawyer is aggressive and hostile in the negotiation. This process is a .

Self fulfilling prophecy

Explanation:

This phenomenon is socio-psychological. It deals with an individual having the belief that something will happen. The individual then acts in certain ways in the fulfillment of such beliefs.

In this case , Karina knows the behavior of the lawyer as being hostile and aggressive. She then puts up such behavior to match up that of the lawyer’s so she isn’t overrun and is met with the same lawyer she expected from the lawyer. This validates the prophecy.

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