Question
To achieve integrative results, negotiators must manage both the context and the process of the negotiation. Which of the following is not part of managing the process of the negotiation?
Multiple Choice
uncover interests and needs
identify and define the problem
search for solutions that meet the goals and objectives of both parties
evaluate selected alternatives
Multiple Choice
uncover interests and needs
identify and define the problem
search for solutions that meet the goals and objectives of both parties
evaluate selected alternatives
Answers
GPT-4o mini
In the context of managing the process of negotiation, the option that is not typically considered part of the process management is:
**identify and define the problem**
Identifying and defining the problem is more related to understanding the context of the negotiation rather than managing the negotiation process itself. The other options (uncovering interests and needs, searching for solutions that meet the goals and objectives of both parties, and evaluating selected alternatives) are all part of actively managing the negotiation process to achieve integrative outcomes.
**identify and define the problem**
Identifying and defining the problem is more related to understanding the context of the negotiation rather than managing the negotiation process itself. The other options (uncovering interests and needs, searching for solutions that meet the goals and objectives of both parties, and evaluating selected alternatives) are all part of actively managing the negotiation process to achieve integrative outcomes.