Defining the situation,identifying interests,and building rapport:
A)Take on more importance in integrative negotiation than in distributive negotiation.
B)Take on less importance in integrative negotiation than in distributive negotiation.
C)Have equal importance in both integrative and distributive negotiation.
D)Are factors to consider when choosing which strategy to use.

Question

Quizplus · Accepted Answer

In integrative negotiation, the focus is on finding mutually beneficial solutions and building relationships. Defining the situation, identifying interests, and building rapport are crucial steps in this process. In distributive negotiation, the focus is on dividing a fixed pie, so these steps may be less important.

Defining the Situation,identifying Interests,and Building Rapport