In the context of the four stages of business negotiations, _____ includes all those activities that might be described as establishing rapport, but it does not include information related to the "business" of a meeting.
A) persuasion
B) concessions and agreement
C) negotiation setting
D) task-related exchange of information
E) nontask sounding

Question

Quizplus · Accepted Answer

Everywhere around the world it has been found that business negotiations proceed through four stages: (1) Nontask sounding; (2) Task-related exchange of information; (3) Persuasion; and (4) Concessions and agreement. The first stage, nontask sounding, includes all those activities that might be described as establishing rapport or getting to know one another, but it does not include information related to the "business" of the meeting.

In the Context of the Four Stages of Business Negotiations