Negotiators Who Are High in Perspective-Taking Ability or Consider the Perspective

question 11

Multiple Choice

Negotiators who are high in perspective-taking ability or consider the perspective of the counterparty often:

• A)increase their sense of empathy but this often decreases their problem-solving abilities
• B)limit the joint gains they can discover
• C)identify and reach integrative outcomes in a negotiation
• D)force the counterparty to make concessions