In the context of the distributive bargaining sub-process, which of the following is not a strategy used to discover the other side's bottom line?
A) Observing non-verbal behavioural cues
B) Using probing and clarifying questions to elicit reactions to proposals
C) Negotiating for long periods of time
D) Using open-ended questions to determine the other side's interests

Question

Quizplus · Accepted Answer

Negotiating for long periods of time is not a strategy used to discover the other side's bottom line in the distributive bargaining sub-process. This is because the focus of distributive bargaining is on dividing a fixed pie and maximizing one's own share, rather than finding creative solutions that can expand the size of the pie. Spending more time in negotiations is unlikely to reveal the other side's bottom line, as they may be equally committed to their position and unwilling to reveal their true interests. Instead, observing non-verbal behavioural cues, using probing and clarifying questions to elicit reactions to proposals, and using open-ended questions to determine the other side's interests are all common strategies for discovering the other side's bottom line in distributive bargaining.

In the Context of the Distributive Bargaining Sub-Process, Which of the Following