During Which Phase of the Negotiation Process Do the Parties

question 79

Multiple Choice

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

• A)bargaining and problem solving
• B)preparation and planning
• C)definition of ground rules
• D)clarification and justification

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Definitions:

Conformity

The process of adjusting one's behavior or thinking to match those of other people or a group standard.

Compliance

The act of conforming to a request or demand from others, often used in a psychological context to describe when a person changes their behavior in response to an explicit or implicit request.

Obedience

The act of following orders or directions from those in authority.

Stereotype

A commonly accepted yet simplified and rigid perception or conception of a specific kind of individual or object.