Which of the Following Statements About Time Deadlines and Passage

question 142

Multiple Choice

Which of the following statements about time deadlines and passage in negotiations is FALSE?

• A)Negotiators become tired and less committed to reaching an agreement as they devote more time to it.
• B)Negotiators make more concessions as the negotiations approach an inflexible deadline.
• C)As negotiators become more committed to reaching an agreement, the tendency to make additional concessions not originally planned increases, so that the negotiations do not fail.
• D)As the amount of time invested in a negotiation increases, negotiators tend to become more motivated to settle the negotiations.
• E)Negotiators with more power in the relationship sometimes apply time pressure through an "exploding offer."

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