Rackham's study found that during pre-negotiation planning, superior negotiators select one: a. considered a sole outcome option for the issue being discussed, and held firm to this ultimatum throughout the negotiation. b. spent very little time looking for areas of common ground. c. focused on the short-term consequences of different issues. d. prepared their goals around fixed points. e. none of the above.

Option (e) is the correct option.

None of the above situations can result due to a pre-negotiation planning.

Further Explanation:

a.

Considered a sole outcome option for the issue being discussed, and held firm to this ultimatum throughout the negotiation:

A negotiator can never settle for a single option and then making its firm accept the deal whether they like it or not. As per this option, the senior negotiator is just sticking to the sole outcome of the deal of negotiation which is wrong because a negotiator has to go through all the options of a deal and then select for the best one. Therefore, this option is incorrect.

b.

Spent very little time looking for areas of common ground:

As a senior negotiator, he/she should spend a lot of time to find out a perfect deal for his/her firm and for that to happen, he/she needs to spend time to find out the area of common interest between his firm and the firm with he/she is going to have a deal. Therefore, this option is incorrect.

c.

Focused on the short-term consequences of different issues:

When a negotiator tries to build rapport with other firm for a better deal, then he/she should not only think about the current consequences of the deal which might benefit the firm in short run but to find out a deal which not only help the negotiator and his/her firm get the benefit for short term but also have a long term rapport with the other firm, resulting in the futures benefits for the firm through the deal. Therefore, this option is incorrect.

d.

Prepared their goals around fixed points:

Throughout a deal, a negotiator should not only talk about fixed points as that will seem a little selfish from the negotiator’s end. Instead the negotiator should also talk about how the other firm is going to benefit from the deal and put their points in such a manner that it should seem a win-win situation for the firms and thus building long-term relationship with the other firm. Therefore, this option is incorrect.

e.

None of the above:

Since neither of the options seems suitable from the context of a senior negotiator, we can then say that none of the above options should the senior negotiator select. Therefore, this option is correct.

Learn more:

1. The span of control

2. The percentage of sales method

3. The sales budget

Answer details:

Grade: High School

Subject: Business Studies

Chapter: Planning

Keywords: pre-negotiation planning, Rackham’s Study, senior negotiator, deal, common ground, less time spending on common ground, fixed points, short-term consequences.

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