When it comes to using power and making threats in negotiation,all of the following are true except:
A)power tends to be reciprocated with power
B)by using power it is easy to expand the pie
C)a credible threat may restart negotiations
D)it often produces a "winner" and a "loser"

Question

Quizplus · Accepted Answer

Using power and making threats in negotiation may sometimes lead to expanding the pie, but it is not easy to achieve. It often involves taking a hard stance and risking a breakdown in negotiations. Therefore, choice B is not true. Choices A, C, and D are true. Power tends to be reciprocated with power, and a credible threat may restart negotiations by showing the other party the potential consequences of not reaching an agreement. However, it often produces a "winner" and a "loser," which is not ideal for creating a mutually beneficial outcome.

When It Comes to Using Power and Making Threats in Negotiation,all