Interests can be:
A) substantive, directly related to the focal issues under negotiation
B) process-based, related to the manner in which we settle this dispute
C) relationship-based, tied to the current or desired future relationship between the parties
D) based in the intangibles of the negotiation
E) all of the answers are correct

Question

Quizplus · Accepted Answer

All of the answers are correct. Interests can be substantive (related to the issues being negotiated), process-based (related to the negotiation process itself), relationship-based (related to the current or future relationship between the parties), or based in the intangibles of the negotiation. It is important for negotiators to identify and understand all of these different types of interests in order to reach a mutually beneficial agreement.

Interests Can Be