In the Context of the Distributive Bargaining Sub-Process, Which of the Following

question 52

Multiple Choice

In the context of the distributive bargaining sub-process, which of the following is not a strategy used to discover the other side's bottom line?

• A) Observing non-verbal behavioural cues
• B) Using probing and clarifying questions to elicit reactions to proposals
• C) Negotiating for long periods of time
• D) Using open-ended questions to determine the other side's interests

---

Definitions:

Encouraging

Offering support, confidence, or hope to someone, often aimed at motivating or boosting morale.

Groupthink

A psychological phenomenon where the desire for group consensus overrides people's common sense desire to present alternatives or express an unpopular opinion.

Interpersonal Conflicts

Occurs when two or more individuals have differing views, interests, or goals, leading to disagreement or tension.

Brainstorming

A collaborative idea generation process where participants freely share thoughts and solutions to a problem without immediate criticism.