Which of the following statements regarding common mistakes in negotiations is correct?
A)Research shows that negotiation avoidance is particularly pronounced among men.
B)Setting high goals decreases some of the tension of negotiations.
C)Negotiators that have engaged in ineffective negotiations in the past are more likely to learn lessons which make them successful negotiators in the future.
D)Those with greater power are more likely to be effective when using anger in negotiations.

Question

Quizplus · Accepted Answer

Research indicates that individuals with greater power in negotiations can sometimes use anger to their advantage, making them more effective. This is because they are perceived to have the capacity to follow through on threats or promises, unlike those with less power, who might be seen as less credible when displaying anger.

Which of the Following Statements Regarding Common Mistakes in Negotiations