Integrative Negotiation Fails Because

question 45

Multiple Choice

Integrative negotiation fails because

• A) negotiators fail to perceive the integrative potential of the negotiating problem.
• B) of distributive assumptions about the negotiation problem.
• C) of the mixed-motive nature of the issues.
• D) of the negotiator's previous relationship with one another.
• E) All of the above are reasons why integrative negotiations fail.

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