During a negotiation you realize that your opponent is exhibiting competitive behavior but you are interested in carrying out the negotiation in a cooperative fashion so you continue behaving in a cooperative manner.Which of the following is the strongest argument which justifies this behavior?
A) In any negotiation situation, it is important not to lose sight of your own interests.
B) People's choices are driven, in large part, by their relationship with the other party.
C) It is important to reinforce the behavior immediately after it occurs.
D) Integrative (pie-expanding) and distributive (pie-slicing) behaviors tend to be reciprocated.

Question

Quizplus · Accepted Answer

Option D states that both integrative and distributive behaviors tend to be reciprocated. By continuing to behave cooperatively, there is a higher chance of the other party reciprocating the behavior and consequently leading to a positive outcome for both sides. This approach fosters a "win-win" mentality and can lead to the enlargement of the pie (integrative) rather than solely focusing on dividing the existing pie (distributive). Option A may be a valid justification as well, but it does not specifically address the behavior of the opponent, which is the subject of the question. Option B and C are not strong arguments to justify the behavior.

During a Negotiation You Realize That Your Opponent Is Exhibiting