What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

Negotiator

A person who communicates with others to reach an agreement in their mutual interest.

Procedural Issues

Concerns or problems related to the methods or processes used in carrying out an activity or achieving a goal.

Substantive Ones

Essential or significant matters, issues, or elements that are of the utmost importance.

Appreciate the procedural tactics in negotiating and their impact on the negotiation outcome when addressed before substantive issues.

Verified Answer

Final Answer :

The negotiator should find it easier to reach agreement later on the substantive issues.

Learning Objectives

Appreciate the procedural tactics in negotiating and their impact on the negotiation outcome when addressed before substantive issues.