Negotiations Are Said to Have a Mixed-Motive Nature Because ________

Multiple Choice

Negotiations are said to have a mixed-motive nature because ________.

A) negotiators are motivated to maximize the bargaining surplus
B) negotiators find it difficult to determine the other party's reservation point
C) negotiators are motivated to cooperate as well as compete with each other
D) negotiators try to settle the agreement at the central point in the bargaining zone