Author Question: Some negotiators make extreme offers. The result of this strategy often means the counterparty may ... (Read 73 times)

james · **on:** Jul 7, 2018

Some negotiators make extreme offers. The result of this strategy often means the counterparty
may be offended and walk away from the table. This is known as the:

A) chilling effect B) winner's curse
C) social utility decline D) goal-setting paradox

Question 2

Revealing information about a BATNA or a reservation point:

A) increases the counterparty's propensity for strategic risk taking
B) improves the negotiator's odds of getting what they want
C) reduces a negotiator's power in a negotiation
D) is a pie-expanding strategy