The situational characteristics that determine which negotiating strategy is most appropriate are:
A)Goals,resources,and the level of the relationship and trust.
B)Goals,resources,and the level of negotiating sophistication of each party.
C)Goals,resources,and the level of competitiveness.
D)Goals,resources,and the level of collaboration.

Question

Quizplus · Accepted Answer

Goals represent what each party wants to achieve from the negotiation, resources refer to the available assets that can be used as bargaining chips, and the level of relationship and trust relate to the history and communication between the negotiating parties. These situational characteristics influence the negotiation strategy, and therefore, the most appropriate approach will depend on them. The level of competitiveness or collaboration is a factor that can be influenced by the selected strategy. However, goals, resources, and the level of relationship and trust are more relevant to determine the negotiating approach.

The Situational Characteristics That Determine Which Negotiating Strategy Is Most