What is the key to finding a negotiator's interests and concerns when he or she states a position? You should ask __________ the interest or concern is important.
A)why
B)when
C)where
D)if

Question

Quizplus · Accepted Answer

By asking "why" the interest or concern is important, the negotiator will be forced to explain their reasoning and underlying motivations, rather than just stating a position. This will help the other party better understand the negotiator's needs and goals, which can lead to more effective negotiation.

What Is the Key to Finding a Negotiator's Interests and Concerns