Question

Which of the following is NOT one of the four steps in the integrative negotiation process?

A. identify and define the problem

B. surface interests and needs

C. generating alternative solutions

D. create a defensible resistance point.

Answer 1

The correct answer is D. create a defensible resistance point. This step is not one of the four steps in the integrative negotiation process.

Step-by-step explanation:

The correct answer is D. create a defensible resistance point. This step is not one of the four steps in the integrative negotiation process.

The four steps in the integrative negotiation process are:

1. Identify and define the problem: In this step, the needs of potential customers are investigated, potential competitors are identified, and constraints on the design effort such as available personnel, time, and money are established.
2. Surface interests and needs: This step involves exploring the interests and needs of all parties involved in the negotiation to ensure that they are fully understood.
3. Generating alternative solutions: In this step, a wide variety of ideas and possible solutions are brainstormed and explored for the design problem.
4. Create a defensible resistance point: This is not one of the steps in the integrative negotiation process.

By following these steps, negotiators can work towards reaching a mutually beneficial agreement.