Asked by Selena Cheng on Jun 09, 2024
Verified
Negotiators share information more fully by adopting a win-lose orientation.
Win-Lose Orientation
A competitive viewpoint where one party's gain is seen as another's loss, often leading to conflict and adversarial relationships.
Negotiators
People who engage in discussions with the aim of reaching an agreement or resolving a dispute between parties.
- Acquire knowledge of negotiation strategies and their consequences on the resolution of disputes.
Verified Answer
LM
Leonardo MartínezJun 09, 2024
Final Answer :
False
Explanation :
Negotiators who adopt a win-lose orientation tend to hold information back in order to gain an advantage over the other party, resulting in a lack of trust and decreased chances of reaching a mutually beneficial agreement. In contrast, negotiators who adopt a collaborative or integrative approach tend to share information more fully and openly in order to find creative solutions that benefit both parties.
Learning Objectives
- Acquire knowledge of negotiation strategies and their consequences on the resolution of disputes.
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