Traditional methods that focus on defending stated positions are more likely than interest-based bargaining to break down because the parties become too invested in their positions instead of trying to uncover new option.

Question

Quizplus · Accepted Answer

Traditional methods of bargaining, such as positional bargaining, can create a win-lose mentality where each party is focused on defending their position. This often results in an impasse, as the parties become locked into their positions and are unwilling to explore alternative options. In contrast, interest-based bargaining encourages collaboration to identify and solve underlying interests and needs, which can lead to more creative and mutually beneficial solutions.

Traditional Methods That Focus on Defending Stated Positions Are More