"We have agreed with the client on the simple concepts in the contract, using back-and-forth e-mails and edited files. However, the next concepts in the contract are going to be difficult to negotiate," said Steve. "I will call the client and suggest that we meet in their offices for a few days, face-to-face, to hammer out an agreement on the difficult concepts." Why did Steve suggest this approach?
A)In online bargaining, negotiators distrust one another more than in face-to-face negotiations.
B)In online bargaining, complex problems can be solved.
C)In online bargaining, people are confident that they will be highly satisfied with the outcome.
D)In online bargaining, communicators can pick up on subtle, nonverbal clues.
E)In online bargaining, decisions will be more quickly made, of higher quality, and more satisfying.

Question

Quizplus · Accepted Answer

Steve suggests meeting face-to-face because online negotiations can lead to a lack of trust between the parties involved (as stated in choice A). Additionally, meeting in person can help the negotiators pick up on nonverbal cues (noted in choice D) which can aid in the negotiation process. The other choices are either irrelevant or contradictory to the situation described.

"We Have Agreed with the Client on the Simple Concepts