In Which Major Step of the Integrative Negotiation Process of Identifying

question 16

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.

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Definitions:

Emotional Reactions

Responses that involve affective components such as feelings, moods, and attitudes triggered by stimuli or events.

Display Rules

Cultural rules that dictate how emotions should generally be expressed and when and where their expression is appropriate.

Emotional Expression

The process by which people express their feelings and emotions, using gestures, words, and facial expressions.

Ekman

A reference to Paul Ekman, a psychologist known for his work on the expression and perception of emotions, especially in relation to facial expressions.