The partnership model requires that the negotiators must ________.
A) always choose compromise over outright victory
B) always use a fixed-pie perception of the negotiation
C) stand their ground regardless of the opponent's views
D) create goodwill in order to maintain a long-term relationship

Question

Quizplus · Accepted Answer

The partnership model emphasizes the importance of creating goodwill and maintaining a long-term relationship, so negotiators using this model must prioritize building positive relationships with their negotiation partners. This means that they cannot always simply stand their ground or choose compromise over outright victory, but must be willing to find creative solutions that are mutually beneficial. Additionally, the partnership model emphasizes that negotiations can expand or create value, rather than just dividing up a fixed pie, so negotiators must be open to exploring opportunities for mutual gain. However, since the question asks specifically about the negotiators themselves, the most relevant response is D as it pertains to the importance of relationship-building.

The Partnership Model Requires That the Negotiators Must ________