Stratford Inc is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world

The actors and actresses have joined together to ask the company for higher salaries. The employees are struggling over deciding who will negotiate for them. Which of the following statements is true pertaining to the effect of individual differences on negotiations?
A) Women tend to negotiate better outcomes than men.
B) Extraverts tend to be very successful in distributive bargaining.
C) People who are highly interested in having positive relationships with other people are poor negotiators.
D) Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining.
E) Positive moods and emotions negatively affect integrative bargaining.

C
Explanation: C) Negotiators who are agreeable or extroverted are not very successful in distributive bargaining. People who are highly interested in having positive relationships with other people are poor negotiators. Men tend to negotiate better outcomes than women. Positive moods and emotions appear to lead to more integrative agreements.