In a negotiation process, which of the following activities is most likely to be included in the "preparation and planning" step?
A) justifying your original demands
B) determining your best alternative to a negotiated agreement
C) determining where will the negotiation take place
D) designing procedures for implementing the agreement that has been worked out
E) exchange of the initial proposals or demands

Question

Quizplus · Accepted Answer

Determining your best alternative to a negotiated agreement is a key activity in the preparation and planning step of a negotiation. This involves analyzing your options and identifying the best course of action in case the negotiation does not result in a satisfactory agreement. Justifying your original demands (A) and exchanging initial proposals or demands (E) typically take place during the opening stages of the negotiation. Determining where the negotiation will take place (C) can also be part of the preparation and planning step, but it is not as crucial as identifying your BATNA. Designing procedures for implementing the agreement (D) usually comes after the negotiation has concluded and a tentative agreement has been reached.

In a Negotiation Process, Which of the Following Activities Is