What are the two dilemmas of negotiation?
A) the dilemma of cost and the dilemma of profit margin
B) the dilemma of honesty and the dilemma of profit margin
C) the dilemma of trust and the dilemma of cost
D) the dilemma of honesty and the dilemma of trust
E) None of the above.

Question

Quizplus · Accepted Answer

The two dilemmas of negotiation are honesty and trust. Honesty is crucial in negotiation as both parties need to be truthful about their intentions, priorities, and limitations. However, revealing too much information can also harm a party's bargaining power. Trust is also important as both parties need to believe that the other will keep their promises and follow through on commitments. Yet, building trust can be difficult as each party may have different interests and goals. The other choices either do not accurately reflect the dilemmas of negotiation or only represent one of them.

What Are the Two Dilemmas of Negotiation