What effect does making concessions have on negotiations?
A)Concessions symbolize each party's motivation to bargain in good faith.
B)Concessions communicate to the other party the relative importance of the negotiation items.
C)Concessions enable the parties to move towards the area of potential agreement.
D)Concessions enable the parties to move towards the area of potential agreement; concessions symbolize each party's motivation to bargain in good faith; and concessions communicate to the other party the relative importance of negotiating items.
E)Concessions have none of these effects on negotiations.

Question

Quizplus · Accepted Answer

Making concessions has multiple effects on negotiations. Concessions enable the parties to move towards the area of potential agreement, which is the ultimate goal of the negotiation process. Concessions also symbolize each party's motivation to bargain in good faith, which helps build trust and rapport between them. Finally, concessions communicate to the other party the relative importance of negotiating items, which may help prioritize the negotiation items for future discussions. Therefore, choice D is the best option as it includes all the correct statements.

What Effect Does Making Concessions Have on Negotiations