Multiple Choice
The strategic planning stage of preparation includes:
A) Defining the situation,establishing the desired goals,formulating a strategy and creating a script.
B) Defining the situation,establishing the desired goals,formulating a strategy and deciding how to implement the strategy.
C) Defining the situation,establishing the desired goals,creating a script and deciding how to implement the strategy.
D) Defining the situation,establishing the desired goals,creating a script and deciding how to implement the negotiation outcome.
Correct Answer:

Verified
Correct Answer:
Verified
Q19: Aspiration levels or target points are artificially
Q20: What percentage of the negotiation process should
Q21: Testing assumptions refers to:<br>A)Meeting with the other
Q22: Substantive and relationship goals help determine which
Q23: Substantive,relationship and process goals are interdependent.
Q24: The zone of possible agreement (ZOPA)is the
Q26: The dilemma of honesty argues that the
Q27: The bargaining mix,target points,BATNA and resistance points
Q28: Which one of the responses to the
Q29: Explain how negotiators go about defining the