During the Pre-negotiation stage why does each side often group proposals into categories like "essential" and "dropped off the table"?
A) So that they can indicate the category when presenting
B) To make it easier to link similar proposals
C) To set the stage for distributive bargaining
D) So that those that can be traded are identified early

Question

Quizplus · Accepted Answer

Grouping proposals into categories like "essential" and "dropped off the table" helps identify which proposals can be traded and which cannot. This is important in the pre-negotiation stage to establish the boundaries of negotiation and to avoid wasting time negotiating on issues that are non-negotiable.

During the Pre-Negotiation Stage Why Does Each Side Often Group