Kathryn,a management negotiator,and Mark,the negotiator for the union,are both likely to present demands that are larger than either person hopes to achieve.

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Quizplus · Accepted Answer

This is commonly known as the "anchoring effect", where negotiators present larger demands in order to set a higher starting point for the negotiation and potentially end up with a better outcome than if they had started with a smaller demand.

Kathryn,a Management Negotiator,and Mark,the Negotiator for the Union,are Both Likely