Negotiators tend to be more competitive and less willing to give concessions when their audience directly observes the negotiations.

Question

Quizplus · Accepted Answer

This is because negotiators feel more pressure to appear tough and skillful in front of their audience, which leads to a more competitive and less cooperative approach to the negotiations. They may also feel that giving concessions in front of their audience will make them appear weak or undermine their position.

Negotiators Tend to Be More Competitive and Less Willing to Give