Negotiations are said to have a mixed-motive nature because ________.
A) negotiators are motivated to maximize the bargaining surplus
B) negotiators find it difficult to determine the other party's reservation point
C) negotiators are motivated to cooperate as well as compete with each other
D) negotiators try to settle the agreement at the central point in the bargaining zone

Question

Quizplus · Accepted Answer

Negotiations involve both cooperative and competitive elements. On one hand, negotiators often strive to work together to find mutually beneficial solutions. On the other hand, they are also trying to gain advantage for their own side, which can create a competitive environment. Therefore, the mixed-motive nature of negotiations refers to the simultaneous existence of cooperation and competition.

Negotiations Are Said to Have a Mixed-Motive Nature Because ________