Which of the following conclusions about the issue of fairness is not a true statement?
A. Involvement in the process of helping to shape a negotiation strategy decreases commitment to that strategy and willingness to pursue it.
B. Negotiators (buyers in a market transaction) who are encouraged ("primed") to think about fairness are more cooperative in distributive negotiations.
C. Establishment of some "objective standard" of fairness has a positive impact on the negotiations and satisfaction with the outcome.
D. Parties who are made offers they perceive as unfair may reject them out of hand, even though the amount offered may be better than the alternative settlement, which is to receive nothing at all.
Answer: A
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