When Negotiating, the Tendency Is to Want to Win! Why

question 53

Multiple Choice

When negotiating, the tendency is to want to win! Why is this not a good approach when managing contracted relationships?

• A) this approach inhibits the degree of trust and cooperation needed for the alliance to work.
• B) a noncompetitive approach can bring about functional conflict.
• C) this approach can cause dysfunctional conflict to rise and negotiations to break down.
• D) because people will continue to work together after negotiations.
• E) All of these are reasons a competitive approach to negotiation should not be used when managing contracted relationships.

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T-Bill

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