Which of the following statements concerning positions taken during negotiation is true?
A. Party positions typically do not change during negotiation.
B. Content characteristics involve how much the issues and options of different issues are worth to a negotiator.
C. The main decision a negotiator must make about the opening offer is what attitude to adopt during the negotiations.
D. Research suggests that making the first offer in a negotiation is advantageous to the negotiator making the offer.
Answer: D
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