What results were found in studies conducted on perspective-taking ability?
A) Negotiators with higher perspective-taking ability negotiated contracts of lower value that did negotiators with lower perspective-taking ability.
B) Perspective-taking ability may influence the negotiation process by decreasing the concession rate of the other negotiator.
C) Perspective takers are better able to uncover the underlying interests shared by two parties,and to come to more creative solutions.
D) The mean perspective-taking ability score of the negotiation pairs was negatively correlated with their joint outcomes.
E) None of the above results about perspective-taking ability were found to be accurate.

Question

Quizplus · Accepted Answer

Studies have found that individuals with higher perspective-taking ability are better able to discover shared interests and creative solutions. Option A is incorrect because negotiators with higher perspective-taking ability are able to negotiate more valuable contracts as they are able to understand each party's priorities better. Option B is incorrect as perspective-taking ability tends to decrease the concession rate of the individual with higher perspective-taking ability, not the other negotiator. Option D is incorrect since higher perspective-taking ability is positively related to joint outcomes. Option E is incorrect as studies have been conducted and several results have been found.

What Results Were Found in Studies Conducted on Perspective-Taking Ability