During a Negotiation You Realize That Your Opponent Is Exhibiting

question 33

Multiple Choice

During a negotiation you realize that your opponent is exhibiting competitive behavior but you are interested in carrying out the negotiation in a cooperative fashion so you continue behaving in a cooperative manner.Which of the following is the strongest argument which justifies this behavior?

• A) In any negotiation situation, it is important not to lose sight of your own interests.
• B) People's choices are driven, in large part, by their relationship with the other party.
• C) It is important to reinforce the behavior immediately after it occurs.
• D) Integrative (pie-expanding) and distributive (pie-slicing) behaviors tend to be reciprocated.

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Definitions:

Chance

The occurrence of events in the absence of any obvious intention or cause.

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The action of consuming tea by drinking.

Drink Seltzer

Refers to the act of consuming seltzer water, a carbonated drink that may be flavored but does not contain alcohol.

Own A Car

Refers to the state or condition of having legal ownership and possession of an automobile.