Role reversal
A) is applicable and useful only in integrative bargaining situations.
B) is only useful in sharpening the differences between actual positions.
C) helps negotiators place themselves in the other party's shoes.
D) gives the negotiator inside information about the opposing negotiator's strategy.
E) None of the above is true of role reversal.

Question

Quizplus · Accepted Answer

Role reversal is a technique where a negotiator takes on the perspective of the other party or puts themselves in the other party's shoes. It helps negotiators gain a deeper understanding of the other party's interests, priorities, and constraints, which can help achieve an agreement that satisfies both parties. It is not only applicable in integrative bargaining situations but can also be used in distributive bargaining situations. It is not useful in sharpening the differences between actual positions, nor does it give the negotiator inside information about the opposing negotiator's strategy.

Role Reversal