Rackham's study found that during face-to-face-bargaining, superior negotiators
A) made few immediate counterproposals.
B) frequently used defend-attack cycles.
C) avoided behavioral labeling.
D) asked few questions.
E) None of the above.

Question

Quizplus · Accepted Answer

Superior negotiators made few immediate counterproposals, which allowed them to better understand the other party's position and interests before responding.

Rackham's Study Found That During Face-To-Face-Bargaining, Superior Negotiators