A type of negotiation behavior known as reactive devaluation refers to: A)a negotiator who does not know what he or she really wants other than not wanting what the other party is offering B)a negotiator who sets the target point too high and refuses to make any concessions C)a negotiator who overvalues the counterparty's offer D)an negotiator who opens the negotiation by setting their target too low

Question

A type of negotiation behavior known as <KT>reactive devaluation refers to:
A)a negotiator who does not know what he or she really wants other than not wanting what the other party is offering
B)a negotiator who sets the target point too high and refuses to make any concessions
C)a negotiator who overvalues the counterparty's offer
D)an negotiator who opens the negotiation by setting their target too low

Quizplus · Accepted Answer

Reactive devaluation occurs when a negotiator devalues the other party's offer simply because it comes from the opponent, regardless of the offer's actual merit.

A Type of Negotiation Behavior Known as ≪KT>reactive Devaluation Refers