____ is a negotiation tactic that uses concessions to influence the other party's behavior.
A) Venue
B) Low ball
C) Honesty and openness
D) Best and final offer
E) Planned concessions

Question

Quizplus · Accepted Answer

Planned concessions involve strategically offering smaller concessions in order to influence the other party's behavior and ultimately lead to a more favorable outcome for the negotiator. This tactic is often used in negotiations where both parties have strong positions and are unwilling to make significant concessions initially.

____ Is a Negotiation Tactic That Uses Concessions to Influence