Which of the Following Statements About Time Deadlines and Passage

question 130

Multiple Choice

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

• A)Negotiators with more power in the relationship sometimes apply time pressure through an "exploding offer."
• B)Negotiators become tired and less committed to reaching an agreement as they devote more time to it.
• C)Negotiators make more concessions as the negotiations approach an inflexible deadline.
• D)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.
• E)As the amount of time invested in a negotiation increases,negotiators tend to become more motivated to settle the negotiations.

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Definitions:

Recency Effect

A cognitive bias that predisposes individuals to weigh recent events or information more heavily than earlier data when making decisions or evaluations.

Target Person

A specified individual chosen for assessment, observation, or interaction in various contexts, including research, marketing, or performance evaluation.

Stereotype

A widely held but fixed and oversimplified image or idea of a particular type of person or thing.

Perceive Distinctions

The process of recognizing or identifying differences or variations between things or concepts.