Fisher and Ury of the Harvard Negotiation Project recommend that participants begin negotiations by focusing on
A) their feelings
B) their interests
C) their positions
D) possible solutions

Question

Quizplus · Accepted Answer

Fisher and Ury recommend that participants focus on their interests rather than their positions. This means understanding the underlying needs, concerns, and motivations of each party, rather than just stating their desired outcome. Focusing on interests can lead to creative solutions that satisfy both parties, while focusing on positions can result in a win-lose scenario.

Fisher and Ury of the Harvard Negotiation Project Recommend That