Research suggests that too much knowledge about the other party's needs can lead to a:
A) dilemma of honesty
B) quick and positive outcome
C) groundwork for agreement
D) suboptimal negotiation outcome
E) negative effect on your reputation

Question

Quizplus · Accepted Answer

Having too much knowledge about the other party's needs can lead to a suboptimal negotiation outcome because it may cause one to over-accommodate or misjudge the balance of power, leading to less favorable terms.

Research Suggests That Too Much Knowledge About the Other Party's