What Occurs in the Introductory Phase of a Negotiation

question 14

Multiple Choice

What occurs in the introductory phase of a negotiation?

• A) Final offers are made.
• B) Open conflict of views and demands are made, with clear rejections of stated positions.
• C) Statements of needs, concerns, interests and positions occur.
• D) An interpersonal and problem-solving atmosphere is introduced.
• E) An agreement is implemented, and compliance with the agreement is monitored by both sides.

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Definitions:

Ethical Intensity

Refers to the perceived importance or moral significance of an ethical issue, affecting how it is recognized, considered, and acted upon by individuals.

Magnitude of Consequences

The significance or impact of the outcomes resulting from a decision or action, considering both its positive and negative aspects.

Social Consensus

Agreement within a group or society on beliefs, values, or social norms.

Self-Serving Decisions

Decisions made with the primary goal of benefiting oneself, often at the expense of others or the common good.