The first tactics of the principled negotiations strategy is to:
A) Use threats of economic action to increase leverage against the other side.
B) Separate the people from the merits of issues presented and focus on the merits.
C) Come to the table with a laundry list of demands.
D) Separate the people from the proposals and focus on the people and their perceptions.

Question

Quizplus · Accepted Answer

The principled negotiations strategy, as outlined in "Getting to Yes" by Fisher and Ury, emphasizes separating the people from the problem to focus objectively on the merits of the issues presented, rather than getting entangled in personal issues or emotions. This approach encourages negotiators to address the problem directly while maintaining a cooperative relationship with the other party.

The First Tactics of the Principled Negotiations Strategy Is To