Question

Which of the following is not necessary for integrative negotiation to succeed?

1) Each party should be as interested in the objectives and problems of the other as each is in his/her own–each must assume responsibility for the other's needs and outcomes as well as for his/her own.
2) The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends.
3) The parties must be willing to adopt interpersonal styles that are more congenial than combative, more open and trusting than evasive and defensive, more flexible (but firm) than stubborn (but yielding).
4) Needs have to be made explicit, similarities have to be identified, and differences have to be recognized and accepted.
5) All of the above are essential for integrative negotiation to succeed.

Answer 1

In integrative negotiation, it's not necessary for each party to be equally responsible for the other's needs and outcomes; the primary aim is a mutually beneficial solution.

Step-by-step explanation:

The question asks which of the following is not necessary for integrative negotiation to succeed. The options provided suggest different aspects that are typically important for a successful integrative negotiation, such as mutual interest in outcomes, commitment to a mutually beneficial goal, congenial interpersonal styles, and the explicit expression of needs and recognition of differences. However, integrative negotiation doesn't require that each party assume responsibility for the other's needs and outcomes to the same extent as their own. The goal is to reach a mutually beneficial outcome, but this does not necessarily mean each party must be equally invested in the other's needs.