Asked by Katelyn Smith on Jul 15, 2024
Verified
In the third stage of negotiation,the question "Are you entering negotiations committed to your interests,not your positions?" is appropriate.
Interests
Refers to the preferences or desires individuals or groups have, which often guide their actions and decisions.
Positions
The locations or roles assigned to individuals or things in relation to others within a structure, system, or context.
- Realize the essential nature of gearing up for negotiation through delineating interests and categorizing priorities.
- Understand the principles of attitudinal structuring in negotiation.
Verified Answer
NA
Nahia AkterJul 20, 2024
Final Answer :
True
Explanation :
In the third stage of negotiation, both parties should focus on their interests rather than their positions. Therefore, asking the question "Are you entering negotiations committed to your interests, not your positions?" is appropriate. This helps to shift the focus from what each party wants to why they want it, and helps to find mutually beneficial solutions.
Learning Objectives
- Realize the essential nature of gearing up for negotiation through delineating interests and categorizing priorities.
- Understand the principles of attitudinal structuring in negotiation.