When negotiators have an audience watching their progress in the negotiations, the audience's negotiator:
A)is more likely to give in to the other party's demands.
B)pays more attention to saving face.
C)feels and acts the same as if no one were viewing the negotiation.
D)tends to be more willing to make concessions to the other party.
E)tends to feel more cooperative and is more willing to make concessions to the other party.

Question

Quizplus · Accepted Answer

Negotiators tend to act differently when their audience observes the negotiation or has detailed information about the process, compared with situations in which the audience sees only the end results.With their audience watching, negotiators also have more interest in saving face.

When Negotiators Have an Audience Watching Their Progress in the Negotiations