Which of the Following Is Not Necessary for Integrative Negotiation

question 80

Multiple Choice

Which of the following is not necessary for integrative negotiation to succeed?

• A) Each party should be as interested in the objectives and problems of the other as each is in his/her own - each must assume responsibility for the other's needs and outcomes as well as for his/her own.
• B) The parties must be willing to adopt interpersonal styles that are more congenial than combative, more open and trusting than evasive and defensive, more flexible (but firm) than stubborn (but yielding).
• C) The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends.
• D) Needs have to be made explicit, similarities have to be identified, and differences have to be recognized and accepted.

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Definitions:

Factor-isolating

A method used in research to isolate and identify specific factors that influence outcomes or conditions.

Constructs

Theoretical concepts that are used to understand or explain behaviors, attributes, or phenomena within various fields of study.

Propositions

Statements or assertions that express judgments or opinions which can be validated by evidence or truth.

Kerlinger and Lee

Authors known for their contributions to social sciences research methodology, particularly in the field of behavioral studies.