When negotiators make a definitive decision before engaging in discussion, they may soon find out that the terms never even surface.

Question

Quizplus · Accepted Answer

When negotiators make a definitive decision before engaging in discussion, they may soon find out that the terms never even surface. That is not to say that their bottom line is below even the lowest offer, but instead that without working with the other negotiators, they cannot accurately predict the proposals that will be devised.

When Negotiators Make a Definitive Decision Before Engaging in Discussion