Research by Fry Suggests That

question 46

Multiple Choice

Research by Fry suggests that

• A) low Machs do better than high Machs in distributive negotiation.
• B) high Mach's change their negotiation style as a function of the Machiavellianism of the other negotiator.
• C) low Mach negotiators do not change their negotiation style as a function of the other party's Machiavellianism.
• D) when negotiating with a high Mach other party,low Mach negotiators make fewer offers and are less effective negotiators than when negotiating with low Machs.
• E) Fry's research suggests all of the above.

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