If Both Substance and Relationship Outcomes Are Important,the Negotiator Should

question 7

True/False

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

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Definitions:

Machiavellianism

A personality trait that involves manipulation and exploitation of others, a cynical disregard for morality, and a focus on self-interest and deception.

Mutual Goals

Objectives shared by all parties in a negotiation or collaborative effort, fostering cooperation and a sense of common purpose.

Distributive Bargaining

A negotiation process focused on dividing a limited amount of resources, where one party's gain is typically another's loss, echoing the principles of distributive negotiations but emphasizing the competitive aspect.

Extraversion

A personality trait characterized by outgoingness, high energy, and engagement in social situations.