1. When negotiating an issue, the first thing a person should do is establish and agree on the process by which negotiations will proceed.

True

False

2. Jamal wanted to be proactive at the start of the negotiations and suggested to the people in the room, "Let's all try to be nice to one another and still achieve what we both want." His idea is an example of

A. distributive negotiations.

B. the bottom line.

C. attitudinal restructuring.

D. the avoiding style.