It is an almost universal norm that concessions take place in a quid pro quo fashion,meaning that negotiators expect ________.
A) that the party who made the opening offer should make the highest concession
B) the opening offer to be the anchoring offer
C) a back-and-forth exchange of concessions between parties
D) the final offer to be very close to the opening offer

Question

Quizplus · Accepted Answer

The statement mentions that concessions take place in a quid pro quo fashion, which means that negotiators expect a back-and-forth exchange of concessions between parties. A is incorrect because there is no set rule that the party who made the opening offer should make the highest concession. B is partly correct because the opening offer can anchor the negotiation, but it is not a universal norm. D is incorrect because the final offer could be significantly different from the opening offer if both parties make concessions.

It Is an Almost Universal Norm That Concessions Take Place