Sophie Is a Cooperative Negotiator Whereas Samantha Is a Competitive

question 4

Multiple Choice

Sophie is a cooperative negotiator whereas Samantha is a competitive negotiator.Which of the following is most likely to occur when they negotiate a contract with each other?

• A) Sophie will be able to identify Samantha's reservation point.
• B) Samantha will try to use integrative bargaining strategies.
• C) Sophie will make the opening offer which would then act as the anchor point.
• D) Samantha will not change her motivational orientation during the negotiation.

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