In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?
A) partnership
B) game-playing
C) haggling
D) cost-benefit analysis

Question

Quizplus · Accepted Answer

In the partnership model of negotiation, negotiators are focused on building a long-term relationship and are more likely to make concessions in order to maintain a positive relationship with their counterpart. This approach involves developing trust, mutual respect, and a shared sense of purpose, and working collaboratively to find solutions that benefit both parties. In contrast, the game-playing model involves a more competitive approach where negotiators are focused on winning and may be less willing to make concessions, while the haggling model is focused on bargaining and trying to get the best possible deal, often at the expense of the other party. The cost-benefit analysis model involves a more analytical approach where negotiators weigh the costs and benefits of different options, but may not focus as much on the relationship aspect of the negotiation.

In Which Model of Negotiation Are Negotiators More Likely to Concede