Sam and Sally are negotiating the terms of an employment contract. Sam asks Sally why medical benefits are so important to her. Sally gets defensive when asked this question. At this point, Sam should explain to Sally that his intent is to search for possible underlying interests that might facilitate a collaborative settlement rather than to challenge a perspective.

Question

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Sam should clarify his intent to ensure Sally understands he is seeking to understand her needs better, not to challenge her, which can help in reaching a mutually beneficial agreement.

Sam and Sally Are Negotiating the Terms of an Employment