Author Question: What are some of the main differences between cooperatively-motivated groups of negotiators and ... (Read 45 times)

RRMR · **on:** Jul 7, 2018

What are some of the main differences between cooperatively-motivated groups of negotiators and
individualistically-motivated negotiators?

What will be an ideal response?

Question 2

According to Weber, rational-legal authority emerges due to qualities that a person possess, such as charisma or wealth.

Indicate whether the statement is true or false

macagn · **Reply #1 on:** Jul 7, 2018

Answer to Question 1

When both negotiators have a cooperative orientation, they can be more effective in terms of maximizing the pie.
For example, cooperatively motivated negotiators outperform individualists in terms of pie -expansion. Highly
cooperative negotiators use more integrative strategies (such as information exchange), make more proposals for
mutual coordination, and use fewer distributive tactics. Moreover, the more cooperatively motivated people present
in a negotiation, the more integrative information is exchanged. When individualistically-motivated negotiators
are at the table, distributive strategies increase. Cooperators and individualists take different roads to reach
win-win outcomes. Individualists use the multiple -offer strategy and indirect information exchange strategy; in
contrast, cooperators share information about interests and priorities directly.

Answer to Question 2

FALSE