In interest-based negotiation,the problem is defined in terms of the interests

Question

In interest-based negotiation,the problem is defined in terms of the interests - each side's needs,desires,concerns and fears - rather than the positions of each party.

Quizplus · Accepted Answer

In interest-based negotiation, the focus is on understanding the underlying interests of each party, rather than rigidly sticking to their stated positions. This approach allows negotiators to explore creative solutions to meet both sides' needs and come to a mutually beneficial agreement.