Which of the following approaches is adopted by Westerners when faced with a complex negotiation task?
A) Dividing the large task into a series of smaller tasks.
B) Consulting external experts for their assessment of the task.
C) Discussing all issues at once, in no apparent order.
D) Making larger than normal concessions in a bid to push the deal through.
E) Buying time by tackling peripheral issues first, and then tackling the main task.

Question

Quizplus · Accepted Answer

When faced with a complex negotiation task, most Westerners divide the large task up into a series of smaller tasks. Issues such as prices, delivery, warranty, and service contracts may be settled one issue at a time, with the final agreement being the sum or the sequence of smaller agreements.

Which of the Following Approaches Is Adopted by Westerners When