Master the Opening Stage

Distributive negotiations

Both collaborative and distributive negotiations

Neither collaborative nor distributive negotiations

Collaborative negotiations (correct)

To establish trust and common ground (correct)

To condition the other party to your way of thinking

To assert dominance and establish power balance

To overcome barriers created by power imbalances

Checking the authority of attendees

Making excessive demands

Using visual aids

Being late to meetings (correct)

<p>Rapport building</p> Signup and view all the answers

<p>To agree on how each party will behave during the negotiations</p> Signup and view all the answers

<p>Opening positions</p> Signup and view all the answers