The goal of _____ is to achieve a final agreement based on the merits of each party's claims.
A) accommodating negotiation
B) distributive negotiation
C) principled negotiation
D) authoritative command negotiation
E) compromise negotiation

Question

Quizplus · Accepted Answer

Principled negotiation, also known as "negotiation on the merits", is focused on reaching a mutually beneficial agreement based on underlying interests and needs rather than bargaining for a fixed pie of resources. This approach uses objective principles and criteria to develop options that are acceptable to both parties, therefore resulting in a more durable and satisfying solution.

The Goal of _____ Is to Achieve a Final Agreement