When negotiating, the tendency is to want to win! Why is this not a good approach when managing contracted relationships?
A) this approach inhibits the degree of trust and cooperation needed for the alliance to work.
B) a noncompetitive approach can bring about functional conflict.
C) this approach can cause dysfunctional conflict to rise and negotiations to break down.
D) because people will continue to work together after negotiations.
E) All of these are reasons a competitive approach to negotiation should not be used when managing contracted relationships.

Question

Quizplus · Accepted Answer

All of the provided reasons highlight why a competitive approach to negotiation is counterproductive in managing contracted relationships. It undermines trust and cooperation, can lead to dysfunctional conflict, and ignores the ongoing nature of the relationship post-negotiation.

When Negotiating, the Tendency Is to Want to Win! Why