Acceptance Rates of the Second Offer Are Higher When It

question 4

Multiple Choice

Acceptance rates of the second offer are higher when it follows the initial extreme offer.This conclusion is based on which of the following assumptions?

• A) The other party will use the interests-based approach for negotiation.
• B) The other party will make unilateral concessions.
• C) The other party will use the central route to persuasion.
• D) The other party has not yet set a well-defined target point.

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