Which of the following is NOT one of the tactics that managers can use to structure the negotiation and bargaining process to make compromise and collaboration more likely?

Question

Quizplus · Accepted Answer

Focusing on the people, not the problem, is not a recommended tactic for structuring negotiations to encourage compromise and collaboration. Effective negotiation strategies, such as those outlined in the Harvard Negotiation Project, suggest focusing on interests rather than positions (demands), emphasizing common goals, and considering fairness to ensure mutually beneficial outcomes. Focusing on the people rather than the problem can divert attention from the substantive issues that need to be resolved and may lead to personal conflicts rather than problem-solving.

Which of the Following Is NOT One of the Tactics