Many negotiators do not think carefully about what they want before entering negotiations. One type of problematic negotiation behavior known as reactive devaluation refers to _____. Group of answer choices a negotiator who sets the target point too high and refuses to make any concessions a negotiator who overvalues the counterparty's offer a negotiator who does not know what he or she really wants other than not wanting what the other party is offering a negotiator who opens the negotiation by setting their target too low

Understanding Business
12th Edition
ISBN:9781259929434
Author:William Nickels
Publisher:William Nickels
Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment
Section: Chapter Questions
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Many negotiators do not think carefully about what they want before entering negotiations. One type of problematic negotiation behavior known as reactive devaluation refers to _____.
Group of answer choices
a negotiator who sets the target point too high and refuses to make any concessions
a negotiator who overvalues the counterparty's offer
a negotiator who does not know what he or she really wants other than not wanting what the other party is offering
a negotiator who opens the negotiation by setting their target too low
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