According to Walton and McKersie, negotiators who understand the other party's perspective will be more likely to
A) form arguments that are convincing to the other party.
B) maintain a distributive stance throughout the entire negotiation.
C) develop high levels of trust with the other party.
D) use Machiavellianism as a tool to achieve more power in the negotiation.
E) Negotiators who understand the other party's perspective well will be more likely to accomplish all of the above.

Question

Quizplus · Accepted Answer

Understanding the other party's perspective allows negotiators to tailor their arguments to be more convincing and relevant to the other party's interests and concerns.

According to Walton and McKersie, Negotiators Who Understand the Other