The negotiator's _____ is the unspoken motivation or reason that underlies any given negotiation position.
A)want
B)need
C)interest
D)BATNA
E)bargaining zone

Question

Quizplus · Accepted Answer

Interests are the underlying motivations or reasons that drive a party's negotiation position. Wants and needs may influence a party's interests, but they do not necessarily capture the full scope of what is driving the negotiation position. BATNA and bargaining zone are related to the alternatives available to a party and the range of negotiated outcomes, respectively, but they are not directly related to the party's underlying motivations.

The Negotiator's _____ Is the Unspoken Motivation or Reason That