Final answer:
True, negotiators are more competitive and less willing to make concessions when their negotiations are observed by an audience, as they are pressured to maintain a strong position.
Step-by-step explanation:
A. True. Negotiators tend to display more competitive behavior and are less likely to grant concessions when observed by an audience. This is because the presence of observers often exacerbates the pressure on negotiators to appear strong and unyielding in order to maintain their support base, or to not appear weak in the negotiations.
Negotiators who are observed by an audience may feel compelled to stick to their positions more rigidly due to the public commitments they've made, leading to less flexible negotiation positions. This is especially evident in political negotiations where the stakes are high and public perception is critical. Observers can also represent constituents whose interests the negotiators are trying to uphold, thus making them less willing to compromise.
Hence, it’s understandable why negotiators would be more competitive and less inclined to give in when an audience is present during the bargaining process.