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 tired and 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 additional concessions not originally planned increases,so that the negotiations do not fail.
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

Negotiators do not necessarily become less committed as they devote more time; rather, they may become more motivated to reach an agreement to justify the time invested.

Which of the Following Statements About Time Deadlines and Passage