Negotiators share information more fully by adopting a win-lose orientation.

Name: Negotiators share information more fully by adopting a win-lose orientation.
Brand: Quizplus
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Question

Quizplus · Accepted Answer

Negotiators who adopt a win-lose orientation tend to be more adversarial and less likely to share information fully. A win-win orientation, on the other hand, emphasizes the mutual benefits of cooperation and encourages information sharing as a means of finding creative solutions that satisfy both parties.

Negotiators Share Information More Fully by Adopting a Win-Lose Orientation