Kizspy | Question: 14
(Choose 1 answer)
Which of the following is not necessary for integrative negotiation to succeed?
A. Each party should be as interested in the objectives and problems of the other as each is in his/her
own-each must assume responsibility for the other's needs and outcomes as well as for his/her own.
B. The parties must be committed to a goal that benefits both of them rather than to pursuing only their own
ends.
C. The parties must be willing to adopt interpersonal styles that are more congenial than combative, more
open and trusting than evasive and defensive, more flexible (but firm) than stubborn (but yielding).
D. Needs have to be made explicit, similarities have to be identified, and differences have to be recognized
and accepted.
