The first step of added-value negotiation is to
A) identify options.
B) perfect the deal.
C) design alternative deal packages.
D) clarify interests.
E) select a deal

Question

Quizplus · Accepted Answer

The first step of added-value negotiation is to clarify interests. This means that each party involved should outline their interests, needs, and goals in the negotiation process to help uncover opportunities for value creation. Identifying options, designing alternative deals, and selecting a deal all come later in the negotiation process. Perfecting the deal is not a step in added-value negotiation, as this approach focuses on creating new value rather than simply dividing up existing value.

The First Step of Added-Value Negotiation Is to