When Negotiators Have an Audience Watching Their Progress in the Negotiations

question 38

Multiple Choice

When negotiators have an audience watching their progress in the negotiations, the audience's negotiator:

• A)is more likely to give in to the other party's demands.
• B)pays more attention to saving face.
• C)feels and acts the same as if no one were viewing the negotiation.
• D)tends to be more willing to make concessions to the other party.
• E)tends to feel more cooperative and is more willing to make concessions to the other party.

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Definitions:

Principled Leadership

A leadership style characterized by adherence to a set of moral values and principles in decision-making and action.

Norming

A stage in team development where members resolve conflicts, establish norms, and develop stronger bonds, leading to a cohesive group.

Task Definition

The clarification of what a job or assignment entails, including its goals, processes, and criteria for success.

Effective Group Performance

The level of success achieved by a group in accomplishing its goals and objectives, often measured by productivity, cohesion, and member satisfaction.