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.