When a negotiator is inexperienced or feels intimidated by the other side, he or she tends to over-compromise.

Name: When a negotiator is inexperienced or feels intimidated by the other side, he or she tends to over-compromise.
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Question

Quizplus · Accepted Answer

When negotiators feel intimidated or inexperienced, they may perceive the other party as having more power or knowledge, leading them to compromise more than necessary in order to reach a deal.

When a Negotiator Is Inexperienced or Feels Intimidated by the Other