Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

Question

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This statement is supported by research on negotiation, which has found that negotiators who are both high in epistemic motivation (a desire to learn and understand) and cooperative motivation (a desire to work collaboratively) tend to develop greater trust and reach more integrative agreements with their counterparts. This is because they are more likely to engage in information-sharing, problem-solving, and brainstorming tactics that can lead to mutually beneficial outcomes. Negotiators who are low in one or both of these motivations are less likely to engage in such behaviors and may be more likely to engage in competitive or distributive tactics that can lead to less effective outcomes.

Negotiators Who Are High in Both Epistemic and Cooperative Motivation