Multiple Choice
A positional negotiator is one who ________.
A) is under pressure to clinch the offer and consequently accepts the offer despite better alternatives
B) sets a low target point and is immediately granted the offer
C) selectively seeks information that confirms what he or she believes to be true
D) sets the target point too high and refuses to make any concessions
Correct Answer:
Verified
Correct Answer:
Verified
Q35: The winner's curse is attributed to an
Q36: Robert was the purchase agent of an
Q37: A reference point defines what a person
Q38: What does the "time horizon" mean?<br>A) the
Q39: After clinching a deal at first shot,a
Q41: Though a negotiation blunder,the winner's curse can
Q42: Positional negotiators very often tend to be
Q43: In a negotiation,the person who stands to
Q44: The longer the temporal distance between the
Q45: A positional negotiator is also known as