Which of the following approaches to negotiation tries to predict how and when negotiators will make departures from perfect rationality?
A) Situational characterization
B) The demographic approach
C) Game theory
D) The cognitive approach
E) Machiavellianism

Question

Quizplus · Accepted Answer

The cognitive approach to negotiation recognizes that negotiators often depart from perfect rationality during negotiations and tries to predict how and when negotiators will make these departures.

Which of the Following Approaches to Negotiation Tries to Predict