Which of the following statements is true regarding achieving effective negotiations?
A) When serving as a negotiator, one should to focus on the two parties' positions, not their interests.
B) A negotiator can achieve a more collaborative focus by concentrating on the people involved and maintaining competition.
C) Any two opposing positions are likely to have at least some interests that are shared rather than in conflict with one another.
D) Negotiations should center on the parties' positions as there are probably several possible outcomes that could satisfy a given position.

Question

Quizplus · Accepted Answer

This statement is true because even when two parties have opposing positions, they may have shared interests that can be used to find a mutually beneficial solution. Focusing on these shared interests can help to achieve effective negotiations. A is incorrect because the focus should be on the interests, not just the positions. B is incorrect because maintaining competition does not necessarily lead to a more collaborative approach. D is incorrect, as solely focusing on positions may limit the potential for finding creative solutions.

Which of the Following Statements Is True Regarding Achieving Effective