In a multistep negotiation procedure,________.
A) negotiations are carried out using the rights-based approach
B) the focus of negotiation is expanding the pie
C) an unresolved dispute moves to a higher level in the organizational hierarchy
D) the negotiators use various distributive bargaining strategies for dividing the resources

Question

Quizplus · Accepted Answer

In a multistep negotiation procedure, an unresolved dispute moves to a higher level in the organizational hierarchy. This means that if the negotiators at one level cannot reach an agreement, the dispute is passed on to a higher level for further negotiation. The focus is on reaching an agreement and finding a resolution that is acceptable to all parties involved. It may involve a combination of negotiation approaches including rights-based, interest-based, or even distributive bargaining strategies. However, the goal is not just to divide the resources but to find a way to expand the pie and create value for all parties involved.

In a Multistep Negotiation Procedure,________