Which of the following statements is true regarding negotiation?
A) Displaying a negative emotion at a negotiation can never be effective.
B) Angry negotiators who have less power than opponents have better outcomes.
C) Individuals who do poorly in a negotiation are more willing to be cooperative in future negotiations.
D) Feeling bad about your performance during a negotiation tends to impair future negotiations.
E) Individuals who do poorly in a negotiation develop positive perceptions of their counterpart.

Question

Quizplus · Accepted Answer

Displaying a negative emotion (such as anger) can be effective, but feeling bad about your performance appears to impair future negotiations. Individuals who do poorly in a negative emotion, develop negative perceptions of their counterpart, and are less willing to share information or be cooperative in future negotiations. Anger should be used selectively in negotiation: angry negotiators who have less information or less power than their opponents have significantly worse outcomes.

Which of the Following Statements Is True Regarding Negotiation