Which of the following tends to make negotiators more competitive and less willing to give concessions?
A) Representatives from both sides are interspersed around a circular table.
B) The parties spend time socializing and learning about each other before beginning negotiations.
C) The audiences of each party directly observe the negotiations
D) All of these tend to make negotiators more competitive and less willing to give concessions,
E) All of these tend to make negotiators more competitive and less willing to give concessions.

Question

Quizplus · Accepted Answer

When the audiences of each party directly observe the negotiations, negotiators tend to be more competitive and less willing to give concessions. This is because they are concerned with saving face in front of their respective audiences and may perceive giving concessions as a sign of weakness. The other options do not necessarily make negotiators more competitive or less willing to give concessions.

Which of the Following Tends to Make Negotiators More Competitive