Jamal wanted to be proactive at the start of the negotiations and suggested to the people in the room, "Let's all try to be nice to one another and still achieve what we both want." His idea is an example of
A) distributive negotiations.
B) the bottom line.
C) attitudinal restructuring.
D) the avoiding style.

Question

Quizplus · Accepted Answer

Jamal's suggestion of being nice to one another and achieving a shared outcome indicates attitudinal restructuring, which involves trying to create a positive and cooperative environment for negotiations. Distributive negotiations (A) involve a win-lose approach, while the bottom line (B) refers to the minimum acceptable outcome for a negotiating party. The avoiding style (D) involves avoiding the negotiation altogether.

Jamal Wanted to Be Proactive at the Start of the Negotiations