Even co-operatively motivated negotiators had less trust, exchanged less information about preferences and priorities, and achieved agreements of lower joint profit when they could punish the other party than when they did not have this capability.

Question

Quizplus · Accepted Answer

The ability to punish can create a competitive atmosphere, reducing trust and open communication, even among co-operatively motivated negotiators, leading to less effective outcomes.

Even Co-Operatively Motivated Negotiators Had Less Trust, Exchanged Less Information