An American buyer is negotiating with a British supplier for the purchase of raw materials for production of heavy machinery in the United States. Before exchanging any information pertaining to the business of the meeting, he spends a few minutes talking to the British negotiator on topics such as World Cup soccer, the recently concluded general elections, and the English weather. The American buyer is engaging in the first stage of a business negotiation known as

Question

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Nontask sounding refers to the initial phase of a negotiation where parties engage in informal conversation not directly related to the business at hand. This helps in building rapport and easing into the negotiation process.

An American Buyer Is Negotiating with a British Supplier for the Purchase