Answer: The correct answer is "TRUE".
Explanation: Real consequences—rewards and punishments that arise from using a tactic or not using it—should not only motivate a negotiator's present behavior, but also affect the negotiator's predisposition to use similar strategies in similar circumstances in the future. is TRUE because the consequences that emerge from each tactic not only influence the behavior of the negotiator in the present, but also in the future, these should serve as background to not make bad decisions again and to easily identify those that will bring rewards.