Which of the following statements about time deadlines and passage in negotiations is FALSE?
A)Negotiators with more power in the relationship sometimes apply time pressure through an "exploding offer."
B)Negotiators become less committed to reaching an agreement as they devote more time to it.
C)Negotiators make more concessions as the negotiations approach an inflexible deadline.
D)As negotiators become more committed to reaching an agreement the tendency to make unwarranted concessions to ensure negotiations do not fail increases.
E)As the amount of time invested in a negotiation increases,negotiators tend to become more motivated to settle the negotiations.

Question

Quizplus · Accepted Answer

This statement is false as research suggests that negotiators become more committed to reaching an agreement as they devote more time to it, known as the "sunk cost effect."

Which of the Following Statements About Time Deadlines and Passage