Rackham's study found that during pre-negotiation planning,superior negotiators
A) considered a sole outcome option for the issue being discussed,and held firm to this ultimatum throughout the negotiation.
B) spent very little time looking for areas of common ground.
C) focused on the short-term consequences of different issues.
D) prepared their goals around fixed points.
E) None of the above.

Question

Quizplus · Accepted Answer

Rackham's study actually found that superior negotiators did not limit themselves to a single outcome, nor did they ignore common ground or focus solely on short-term consequences. Instead, they prepared by considering multiple potential outcomes, sought areas of common agreement, and considered both short-term and long-term consequences, making none of the given options correct.

Rackham's Study Found That During Pre-Negotiation Planning,superior Negotiators