Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters. Which are the three strategies?
A) Interests, information, and effectiveness.
B) Effectiveness, coercion, and deception.
C) Deception, reward, and position.
D) Interests, rights, and power.

Question

Quizplus · Accepted Answer

Lytle and her colleagues identified that negotiators typically cycle through the strategies of interests, rights, and power during negotiations. These strategies represent different approaches to negotiation, focusing on underlying needs, legal or contractual entitlements, and the use of authority or force, respectively.

Lytle and Her Colleagues Found That Most Negotiators Cycled Through