Frames can lead people to seek, avoid, or be neutral about risk in negotiation. Which of the following statements about issue framing and risk is true?
A. The way an issue is framed influences how negotiators perceive risk and behave in relation to it.
B. Focusing on the lower boundary price during negotiations rather than the target price can lead to higher outcomes.
C. Negotiators are more risk-seeking when the is framed as a possible gain.
D. Negotiators are more risk-averse when a decision problem is framed as a possible loss.
Answer: A
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