Can a party gain huge advantages in negotiation from setting room layout?

Can a party gain huge advantages in negotiation from setting room layout?
A . Yes, because the host can freely manipulate the other party’s mind through setting room layout
B . No, because the advantages gained from manipulating room layout are short-lived
C . Yes, because the other party can capitulate to the host
D . No, because room layout contributes nothing to the negotiation outcomes

View Answer

Answer: B

Explanation:

Essentially, for trained negotiators under most circumstances, the physical locations of negotiations and the room layout should not make much difference to the outcomes of the meeting. It is reasonable to assume that most commercial negotiations are based at least initially on a principled-or pragmatic-type approach. It is arguable also that any advantage gained through intentionally creating an uncomfortable environment to put short-term pressure on TOP is likely to be short-lived as TOP will likely reflect on this later and seek means to get even.