Mike and Carey are negotiating on an international sales deal.Mike asked Carey some questions to make sure he was clear on why Carey felt his proposal was valid.Mike then proceeded to state his interests in the negotiation.Mike and Carey are at which stage of the negotiation?
A) Closure and implementation
B) Clarification and justification
C) Bargaining and problem solving
D) Defining ground rules

Question

Quizplus · Accepted Answer

Mike and Carey are at the stage of clarification and justification, where Mike is seeking to understand Carey's proposal and reasons for it, and also expressing his own interests in the negotiation. They have not yet moved into bargaining and problem solving, defining ground rules or closure and implementation.

Mike and Carey Are Negotiating on an International Sales Deal