Negotiators tend to ________.
A) correctly predict the consequences of final deadlines in negotiation
B) incorrectly predict the consequences of final deadlines in negotiation
C) focus on deadlines' effect on others more than themselves
D) avoid focusing on deadlines' effect on themselves

Question

Quizplus · Accepted Answer

Studies have shown that negotiators tend to incorrectly predict the consequences of final deadlines in negotiation, often thinking that the other party will become more flexible or make concessions as the deadline approaches, when in reality, they may become more stubborn or create more tension.

Negotiators Tend to ________