Principled negotiation emphasizes developing win / win solutions while protecting yourself against those who would take advantage of your forthrightness. Which of the following is NOT one of the key points of principled negotiation?
A) Use objective criteria when possible
B) Be honest and forthright
C) Focus on interests, not positions
D) Separate the people from the problem
E) Invent options for mutual gain

Question

Quizplus · Accepted Answer

Principled negotiation, as outlined in "Getting to Yes" by Fisher and Ury, emphasizes separating the people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria. Being honest and forthright is generally good advice but is not listed as one of the key points of principled negotiation in the context of the methodology's core principles.

Principled Negotiation Emphasizes Developing Win / Win Solutions While Protecting