How do negotiators with high epistemic motivation influence a negotiation in their own favor?

Question

Quizplus · Accepted Answer

Negotiators with high epistemic motivation tend to ask more questions in a quest for structure. They seek to obtain more information to better understand the situation and make more informed decisions. This can give them an advantage in negotiations as they are able to gather more information about the other party's interests and goals, which they can use to their own advantage. However, it should be noted that asking too many questions can also be perceived as aggressive or manipulative, so negotiators must find a balance in their questioning.

How Do Negotiators with High Epistemic Motivation Influence a Negotiation