"We have agreed with the client on the simple topics in the contract, using back-and-forth e-mails and edited files. However, the next topics in the contract are going to be difficult to negotiate," said Jonas. "I will call the client and suggest that we meet in their offices for a few days, face-to-face, to hammer out an agreement on the tough topics." Why did Jonas suggest this approach?
A) In online bargaining, negotiators distrust one another more than in face-to-face negotiations.
B) In online bargaining, complex problems can be solved.
C) In online bargaining, people are confident that they will be highly satisfied with the outcome.
D) In online bargaining, communicators can pick up on subtle, nonverbal clues.
E) In online bargaining, decisions will be more quickly made, of higher quality, and more satisfying.

Question

Quizplus · Accepted Answer

DJonas suggested a face-to-face meeting because in online bargaining, it's harder to build trust (A) and to pick up on subtle, nonverbal clues (D), both of which are crucial for negotiating complex topics.

"We Have Agreed with the Client on the Simple Topics