Which of the Following Is Not Necessary for Integrative Negotiation

question 62

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 committed to a goal that benefits both of them rather than to pursuing only their own ends.
• C) 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).
• D) Needs have to be made explicit, similarities have to be identified, and differences have to be recognized and accepted.
• E) All of the answers are correct

---

Definitions:

Reality Shock

The stress or disorientation that people feel when they encounter a very different environment from what they expected or are accustomed to.

Overcoming Resistance

The process of addressing and mitigating opposition or reluctance, particularly in the context of change management or innovation adoption.

Prevention

An approach or action taken to stop something from happening or arising.

Dysfunctional Conflict

Conflict that disrupts the harmony in the organization, detracting from its goals and negatively impacting performance.