The negotiator's dilemma occurs when
A) both parties in negotiation fail to achieve their stated goals.
B) a third party arbitrator is assigned to represent one side of the negotiation.
C) a negotiator favors self-serving outcomes that minimize mutual gain.
D) negotiations are based on opinions and not facts.

Question

Quizplus · Accepted Answer

The negotiator's dilemma occurs when a negotiator favors self-serving outcomes that minimize mutual gain, which can hinder the negotiation process and make it difficult to reach a mutually beneficial agreement. This can happen when negotiators are more focused on achieving their own personal goals rather than finding a solution that benefits both parties.

The Negotiator's Dilemma Occurs When