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ACCA Applied Knowledge · Business and Technology · Sources of conflict and techniques for conflict resolution

Which of the following is most likely to be a feature of an effective negotiation that preserves the long-term relationship between the parties?

Focusing on shared interests rather than fixed positions supports an effective negotiation that preserves the relationship. It uncovers underlying needs and common ground, enabling mutually acceptable outcomes. Concealment, ultimatums and threats damage trust and produce win-lose results that harm long-term dealings.

  1. AFocusing on shared interests rather than fixed positionsCorrect
  2. BConcealing all information to gain advantage
  3. CMaking a single non-negotiable demand
  4. DUsing threats to speed agreement

Explanation

Interest-based negotiation looks at underlying needs and common ground, leading to mutually acceptable outcomes and preserving relationships. Concealment, ultimatums and threats tend to damage trust and encourage win-lose results.

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