In Which Major Step of the Integrative Negotiation Process of Identifying

question 67

Multiple Choice

In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

• A) define the problem in a way that is mutually acceptable to both sides.
• B) state the problem with an eye toward practicality and comprehensiveness.
• C) state the problem as a goal and identify the obstacles to attaining this goal.
• D) depersonalizing the problem.
• E) separate the problem definition from the search for solutions.

---

Definitions:

Political Skill

The ability to understand others and use that knowledge to influence or guide their behavior to obtain desired outcomes within a political or organizational context.

Organizational Goals

The objectives or targets that an organization aims to achieve, typically designed to guide its strategic direction.

Personal

Relating to or affecting a particular person rather than anyone else, or belonging or relating to a single or specific individual rather than a group or an organization.

Lateral

Pertaining to or situated at the side, often used in reference to horizontal movements or relationships within organizations.