During negotiations, parties often conceal their real goals and objections to enhance their opportunity for the best possible settlement.

Name: During negotiations, parties often conceal their real goals and objections to enhance their opportunity for the best possible settlement.
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Question

Quizplus · Accepted Answer

This is a common tactic in negotiations known as "posturing" or "positioning". Parties may not reveal their true goals or objections in order to gain a strategic advantage and ultimately achieve a better settlement.

During Negotiations, Parties Often Conceal Their Real Goals and Objections