During power-based negotiations, SILENCE can be used to show that the negotiator is
A) Going to accept the prior offer, without condition or further negotiation.
B) Contemplating the prior offer.
C) Bluffing.
D) Nowhere near his or her bottom line.
E) Anchoring.

Question

Quizplus · Accepted Answer

Silence in negotiations often indicates that the negotiator is contemplating the prior offer, allowing them time to think and assess the situation before responding.

During Power-Based Negotiations, SILENCE Can Be Used to Show That