What occurs in the introductory phase of a negotiation?
A) Final offers are made.
B) Open conflict of views and demands are made, with clear rejections of stated positions.
C) Statements of needs, concerns, interests and positions occur.
D) An interpersonal and problem-solving atmosphere is introduced.
E) An agreement is implemented, and compliance with the agreement is monitored by both sides.

Question

Quizplus · Accepted Answer

In the introductory phase of a negotiation, statements of needs, concerns, interests and positions occur. This is the phase where both parties introduce themselves and outline their expectations, goals, and objectives.

Option A is incorrect because final offers are not made in the introductory phase. Option B is incorrect because open conflict and rejection of positions occur in the bargaining phase. Option D is incorrect because an interpersonal and problem-solving atmosphere is not introduced until the exploratory phase. Option E is incorrect because an agreement is not implemented until the closing phase.

What Occurs in the Introductory Phase of a Negotiation