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Regarding the different aspects of a negotiator's motivational orientation and style, negotiators ...

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Regarding the different aspects of a negotiator's motivational orientation and style, negotiators ...

Regarding the different aspects of a negotiator's motivational orientation and style, negotiators who use a competitive-based approach tend to:
A) want to maximize the difference between their own profits and those of the other party
B) be indifferent as to how much the counterparty is getting in the agreement
C) want to minimize the difference between negotiators' outcomes
D) legitimize the counterparty's needs

Textbook

The Mind and Heart of the Negotiator

Edition: 6^th

Author: Thompson

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