Reactive devaluation negotiation behavior is exhibited by negotiators who ________.
A) know what the target is and are willing to make a few minor compromises
B) do not know what the target is and make major compromises
C) know what the target is but end up paying far more than deemed necessary
D) do not know what the target is but do not want what is being offered

Question

Quizplus · Accepted Answer

Reactive devaluation occurs when negotiators devalue or dismiss proposals simply because they come from an adversary, regardless of the proposal's actual value or benefit. This behavior is characterized by a lack of interest in the offer, not because of its content, but because of its source.

Reactive Devaluation Negotiation Behavior Is Exhibited by Negotiators Who ________