Sam and Mike are negotiating a contract.Sam has a cooperative orientation whereas Mike has a competitive orientation.Sam begins the negotiation in a cooperative fashion but he soon realizes that he is facing a competitive negotiator.Which of the following is most likely to be Sam's reaction?
A) Sam will continue his negotiation in the cooperative fashion.
B) Sam will try to use integrative bargaining strategies.
C) Sam will start behaving competitively.
D) Sam will make large concessions.

Question

Quizplus · Accepted Answer

Sam is likely to start behaving competitively in response to Mike's competitive orientation. When a cooperative negotiator realizes they are dealing with a competitive counterpart, they may adapt their strategy to protect their interests, leading to a shift towards a more competitive approach.

Sam and Mike Are Negotiating a Contract