The continuation norm in e-negotiations is best described as:
A)the act of thinking about how things might have turned out differently
B)negotiators' beliefs that negotiations are worth continuing,even if they are heading towards an obvious lose-lose outcome
C)the tendency for e-communicators to ascribe diabolical intentions to the other party
D)the tendency for negotiators to behave as if they are communicating synchronously when in fact they are not

Question

Quizplus · Accepted Answer

The continuation norm in e-negotiations refers to the belief of negotiators that negotiations are worth continuing even if they seem to be heading towards an obvious lose-lose outcome. This belief is driven by the desire to maintain a good relationship with the other party and to avoid the negative outcomes of a breakdown in negotiations. Option A (thinking about how things might have turned out differently) is not related to continuation norm in e-negotiations. Option C (ascribing diabolical intentions to the other party) and Option D (behaving as if they are communicating synchronously when in fact they are not) are not related to the concept of continuation norm in e-negotiations.

The Continuation Norm in E-Negotiations Is Best Described As