Asked by Alyssa Palmer on Jun 11, 2024
Verified
Which of the following tends to make negotiators more competitive and less willing to give concessions?
A) Representatives from both sides are interspersed around a circular table.
B) The parties spend time socializing and learning about each other before beginning negotiations.
C) The audiences of each party directly observe the negotiations.
D) All of these tend to make negotiators more competitive and less willing to give concessions.
E) None of these tend to make negotiators more competitive and less willing to give concessions.
Competitive Negotiators
Competitive negotiators adopt a strategy focused on winning or achieving their own goals, often at the expense of the relationship with the other party.
Concessions
Compromises made during negotiations where one party agrees to give up certain demands or conditions.
Circular Table
A round table design that facilitates equal visibility and interaction among all seated participants.
- Acknowledge the role of cultural differences in shaping conflicts and negotiation outcomes.
- Recognize techniques for skillful negotiation and settling disputes.
Verified Answer
DM
Denise MujicaJun 13, 2024
Final Answer :
C
Explanation :
When negotiations are observed by the party's audience, negotiators may feel more pressure to be firm and unyielding in order to appear strong and avoid looking weak in front of their constituents. This tends to make negotiators more competitive and less willing to give concessions. Option A (circular table) and B (socializing) do not necessarily have a consistent impact on negotiators' willingness to give concessions.
Learning Objectives
- Acknowledge the role of cultural differences in shaping conflicts and negotiation outcomes.
- Recognize techniques for skillful negotiation and settling disputes.