Which of the following statements is true regarding negotiation?
A) Displaying a negative emotion at a negotiation can never be effective.
B) Feeling bad about your performance during a negotiation tends to impair future negotiations.
C) Individuals who do poorly in a negotiation develop positive perceptions of their counterpart.
D) Angry negotiators who have less power than opponents have better outcomes.
E) Individuals who do poorly in a negotiation are more willing to be cooperative in future negotiations.

Question

Quizplus · Accepted Answer

Feeling bad about one's performance in a negotiation can lead to a negative self-perception and impairment in future negotiations. This is supported by research on the influence of self-efficacy on negotiation outcomes. The other statements are not supported by research or are contradictory to commonly accepted negotiation principles.

Which of the Following Statements Is True Regarding Negotiation