Negotiators tend to be more effective when:
A) they discuss issues rather than people.
B) they spend a lot of time clarifying and asking questions about the other party's offer.
C) they tell the other party how lucky the other party is to have such a generous deal.
D) they do all of these things.
E) they discuss issues rather than people AND spend a lot of time clarifying and asking questions about the other party's offer.

Question

Quizplus · Accepted Answer

The most effective negotiators focus on discussing the issues at hand rather than attacking or criticizing the other people involved in the negotiation. They also spend time clarifying and asking questions about the other party's offer to ensure a full understanding of the proposal. Combining these two techniques is the most effective approach to negotiation success. Therefore, choice E is the best answer.

Negotiators Tend to Be More Effective When