Author Question: Regarding relationships in negotiation, how can distributive spirals affect negotiators? What ... (Read 118 times)

wrbasek0 · **on:** Jul 7, 2018

Regarding relationships in negotiation, how can distributive spirals affect negotiators?

What will be an ideal response?

Question 2

The primary goal of feedback-intensive programs is to assess leaders' strengths and weakness and to identify development needs.

a. true
b. false

vkodali · **Reply #1 on:** Jul 7, 2018

Answer to Question 1

Negotiators who reach an impasse find themselves getting caught in distributive spirals in which they interpret
their performance as unsuccessful, experience negative emotions, and develop negative perceptions of their
negotiation counterparty and the entire negotiation process. Moreover, negotiators who reached an impasse in a
prior negotiation are more likely to do the same in their next negotiation, or are more likely to reach low-value
deals compared to negotiators who were successful in reaching an agreement. If a negotiator has baggage from
the past, it affects his or her ability to go forward and makes the negotiator less likely to trust anyone in the future.

Answer to Question 2

a;