Question

In an integrative negotiation, negotiators must be ____________ about their primary interests and needs, but ____________about the manner in which these interests and needs are met through solutions.

Answer 1

In an integrative negotiation, negotiators must be clear about their primary interests and needs, but flexible about the manner in which these interests and needs are met through solutions.

Step-by-step explanation:

In an integrative negotiation, negotiators must be clear about their primary interests and needs, but flexible about the manner in which these interests and needs are met through solutions.

Integrative negotiation refers to a collaborative approach where parties involved aim to create value and find mutually beneficial solutions. Negotiators must have a clear understanding of their own interests and needs, which are their primary focus. However, they should also be flexible and open to different solutions and approaches to meet those interests and needs.

For example, in a negotiation between two countries on reducing greenhouse gas emissions, both countries may have the primary interest of environmental sustainability. However, they may have different ideas on how to achieve it. In this case, negotiators should be willing to consider different solutions and compromise to arrive at an agreement that addresses their primary interests.