Which of the Following Is True About Personality and Negotiating

Multiple Choice

Which of the following is true about personality and negotiating behavior?

A) Negotiators who think they are competitive are more likely to use ethically questionable tactics than those who think they are cooperative.
B) Competitive negotiators are just as ethical as cooperative negotiators when dealing with other cooperative individuals.
C) Cooperative negotiators use less deceptive tactics than others when negotiating with competitive opponents.
D) High Machiavellians are highly selective when it comes to the deceptive tactics that they use.