Sophie is a cooperative negotiator whereas Samantha is a competitive negotiator.Which of the following is most likely to occur when they negotiate a contract with each other?
A) Sophie will be able to identify Samantha's reservation point.
B) Samantha will try to use integrative bargaining strategies.
C) Sophie will make the opening offer which would then act as the anchor point.
D) Samantha will not change her motivational orientation during the negotiation.

Question

Quizplus · Accepted Answer

Competitive negotiators like Samantha are less likely to change their motivational orientation, focusing on winning rather than collaboration.

Sophie Is a Cooperative Negotiator Whereas Samantha Is a Competitive