When considering principled negotiation, both buyers and sellers relying on the blue book to establish price parameters of a used car would be an example of
A) focusing on interests, not positions.
B) inventing options of mutual gain.
C) being honest and forthright.
D) using objective criteria.
E) separating the people from the problem.

Question

Quizplus · Accepted Answer

Using the blue book as a reference for price parameters in a negotiation is an example of using objective criteria. This approach relies on external, standardized information to guide the negotiation, making the process more impartial and fact-based.

When Considering Principled Negotiation, Both Buyers and Sellers Relying on the Blue