You are negotiating a contract and you would like to use the interests-based approach for negotiation.Soon you realize that the other party is using the power-based approach.Which of the following strategies can you use to move your opponent toward interests?
A) Reciprocate your opponent's approach so she will soon realize that the power-based approach will not work.
B) Avoid face-to-face meetings during negotiations.
C) Stay focused on the issue and separate the people from the problem.
D) Make unilateral concessions.

Question

Quizplus · Accepted Answer

The best strategy to move the opponent towards interests is to stay focused on the issue and separate the people from the problem. By doing so, you can help to establish a collaborative and problem-solving environment which can increase the chances of finding a mutually beneficial agreement. Reciprocating the opponent's approach may only lead to a destructive competition-based negotiation, and making unilateral concessions may signal weakness and reduce your negotiating power. Avoiding face-to-face meetings may also limit communication and understanding between both parties.

You Are Negotiating a Contract and You Would Like to Use