Asked by Richard Sullivan on Jul 16, 2024
Verified
Focusing on interests allows parties to move beyond opening positions and demands to determine what the parties really want-what needs truly must be satisfied.
Interests
The desires, concerns, or needs that individuals or parties aim to address through negotiation or action.
Opening Positions
The initial stances or demands that parties bring to a negotiation, usually expected to undergo adjustments as discussions progress.
- Clarify the significance of information transmission in pinpointing integrative opportunities.
- Recognize the different types of interests, namely instrumental and substantive, that play a role in negotiation processes.
Verified Answer
JA
Jessica AvilaJul 20, 2024
Final Answer :
True
Explanation :
Focusing on interests helps parties to identify the underlying needs and desires that each party has, which can help them find mutually beneficial solutions and move beyond initial positions or demands.
Learning Objectives
- Clarify the significance of information transmission in pinpointing integrative opportunities.
- Recognize the different types of interests, namely instrumental and substantive, that play a role in negotiation processes.
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