________ in a negotiation process opens the door to many forms of integrative negotiation strategies that benefit both parties.
A) Knowledge
B) Trust
C) Communication skills
D) Secret information
E) Alliances

Question

Quizplus · Accepted Answer

Trust is essential in any negotiation process because it sets the foundation for openness, honesty, and collaboration. When both parties trust each other, they are more likely to explore integrative negotiation strategies that result in mutual benefits, such as expanding the pie, exploring creative solutions, or finding common interests. Without trust, negotiators may resort to distributive bargaining, which often leads to win-lose outcomes and damaged relationships.

________ in a Negotiation Process Opens the Door to Many