Which of the following statements is true regarding negotiation strategies?
A) If you want to discourage a competitive motivational orientation in the counterparty, you should reciprocate the competitive behavior.
B) People with a competitive orientation behave cooperatively when paired with a cooperative opponent.
C) The negotiating styles of people remain fixed.
D) The negotiating styles of the negotiators tend to converge during a negotiation.

Question

Quizplus · Accepted Answer

The negotiating styles of negotiators tend to converge during a negotiation, which means that negotiators may adjust their approach to become more similar to their counterpart's style. This can promote cooperation and a successful negotiation outcome. Option A is incorrect as reciprocating competitive behavior may escalate the situation and make it more challenging to reach an agreement. Option B is incorrect as people with a competitive orientation are likely to behave competitively regardless of their counterpart's behavior. Option C is incorrect as negotiators can and often do adjust their negotiation style based on the situation and other party.

Which of the Following Statements Is True Regarding Negotiation Strategies