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) Analyzing the task in a holistic manner with foreign and domestic experts
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