Author Question: Why should negotiators unbundle the issues in a negotiation into multiple issues, rather than engage ... (Read 72 times)

MirandaLo · **on:** Jul 7, 2018

Why should negotiators unbundle the issues in a negotiation into multiple issues, rather than engage in a
single-issue negotiation?

What will be an ideal response?

Question 2

As compared to negotiators who focus on maximizing gains, negotiators who focus on
minimizing their losses are more likely to:

A) accept a sure thing
B) reach agreement
C) minimize their strategic risks
D) make few concessions and reach fewer agreements

Amiracle · **Reply #1 on:** Jul 7, 2018

Answer to Question 1

In most negotiation situations, more than one issue is at stake, but the issues may remain hidden unless
negotiators unbundle them. By doing so, negotiators can add value to negotiations, formalize the issues and
alternatives by creating multiple -issue packages, and determine a variety of different combinations of the issues
that all achieve his or her target point.

Answer to Question 2

D