The process by which negotiating parties seek to establish feelings and relationships is called:
A) intraorganizational negotiations
B) integrative negotiations
C) attitudinal structuring
D) distributive negotiations

Question

Quizplus · Accepted Answer

Attitudinal structuring is the process of establishing positive feelings and relationships between negotiating parties. This can involve activities such as building rapport, identifying common interests, and creating a sense of trust and understanding. In contrast, distributive negotiations involve the allocation of resources and often result in a win-lose outcome, while integrative negotiations focus on creating value and finding solutions that benefit all parties. Intraorganizational negotiations involve negotiations within a single organization, rather than between different organizations or stakeholders.

The Process by Which Negotiating Parties Seek to Establish Feelings