Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.

Question

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Intangible factors such as emotions, values, and perceptions can influence a negotiator's behavior and decision-making process. If a particular solution option satisfies both tangible factors such as price and intangible factors such as reputation or personal values, the negotiator may be more motivated to fight harder to attain that option.

Intangibles Can Lead the Negotiator to Fight Harder to Attain