Which of the following statements regarding negotiation strategies is correct?
A)An adversarial stance is needed to begin integrative negotiation.
B)Focusing on a "fixed pie" in negotiations is a good approach because it controls the number of options to be considered.
C)Reviews of negotiation experiments indicate that in almost all those situations where an integrative approach to negotiations could be adopted,such an approach was utilized.
D)Listening is a key element in the integrative approach to negotiation.

Question

Quizplus · Accepted Answer

Listening is a key element in the integrative approach to negotiation, which involves seeking mutually beneficial agreements and expanding the options. Therefore, option D is correct. Option A is incorrect because an adversarial stance is not necessary for integrative negotiation, which focuses on collaboration rather than competition. Option B is incorrect because a fixed pie approach limits the potential for creating value and finding win-win solutions. Option C is incorrect because some negotiators may not be aware of the integrative approach or may choose not to utilize it.

Which of the Following Statements Regarding Negotiation Strategies Is Correct