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

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