Which of the Following Is Not Necessary for Integrative Negotiation

question 6

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 above are essential for integrative negotiation to succeed.

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Definitions:

Group

A collection of individuals who interact with one another, share similar characteristics, and collectively have a sense of unity.

Bystander Effect

A phenomenon where individuals are less likely to offer help to a victim when other people are present.

Social Loafing

The phenomenon where individuals exert less effort when working in a group than when working alone.

Group Polarization

The phenomenon where a group's prevailing opinions or decisions become more extreme following discussion among its members.