Asked by Harpreet Singh on Jun 20, 2024
Verified
The true object of negotiation is to:
A) first make a lower offer than you are willing to pay.
B) make a higher demand than you are willing to accept.
C) satisfy the underlying interests of both sides.
D) focus on positions, rather than interests.
True Object
The actual goal or target that is intended or sought after, often hidden by superficial appearances.
Negotiation
The process of discussing and arriving at a mutual agreement between parties with differing needs or viewpoints.
Underlying Interests
The fundamental desires or needs that motivate individuals in a negotiation or conflict situation, often not immediately apparent.
- Identify the need for understanding and addressing underlying interests in negotiation.
Verified Answer
Learning Objectives
- Identify the need for understanding and addressing underlying interests in negotiation.
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