Alberto, an hourly employee, is negotiating his vacation schedule with his boss. When his boss tells him that he might not be able to take two weeks off in April, Alberto gets angry and begins to justify why he should be given the vacation time. Which of the following best explains how Alberto's emotions will affect the negotiation process?

Question

Quizplus · Accepted Answer

Alberto's negative affect (anger) and his position as a subordinate employee will likely make him engage in distributive bargaining, where he focuses on maximizing his own outcomes rather than finding a solution that benefits both parties.

Alberto, an Hourly Employee, Is Negotiating His Vacation Schedule with His