It is generally observed that the public behavior of people is more cooperative than private behavior.So in a negotiation situation you are expecting the negotiators to behave in a cooperative manner,however you observe that the negotiators are bargaining hard and are behaving in a very competitive manner.Which of the following statements can explain this discrepancy?
A) The negotiators are trying to recover from an escalating spiral of defection.
B) The negotiators are using the tit-for-tat strategy.
C) The negotiators are focusing on their own payoffs rather than their payoffs relative to others.
D) The negotiators are bargaining on behalf on their organizations.
Correct Answer:
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