Which of the following should negotiators follow during a negotiation process?
A) They should avoid the use of trade-offs and throwaways.
B) They should avoid discussing the past relationship between the companies.
C) They should always try to present their proposals first.
D) They should only make large concessions if matched by the other party.

Question

Quizplus · Accepted Answer

Negotiators should try to make incremental concessions and only make significant concessions if the other party reciprocates. This allows for a more effective negotiation process and ensures that one party is not giving too much without receiving something in return. Options A and B are not necessarily true, as trade-offs and discussion of past relationships can be useful in certain negotiation situations. Option C may not be feasible, as both parties may want to present proposals simultaneously or negotiate the order in which proposals are presented.

Which of the Following Should Negotiators Follow During a Negotiation