If you reveal your reservation point during the course of negotiation:
A) parties will reach an impasse
B) the other party has little or no incentive to offer you more
C) the counterparty will reveal his or her reservation point
D) you will get a bigger slice of the pie
Question 2
When formulating counteroffers and concessions, negotiators need to consider three things:
A) the starting value, the end value, and the magnitude of concessions
B) the impact, the size, and the timing of endowment effects
C) the pattern, the magnitude, and the timing of concessions
D) the fairness, the misuse, and the pattern of concessions
Effect of changing a set point for hypothalamic values
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