From a competitive approach,principled negotiation may appear weak.According to the authors of your text,strength or toughness comes in the form of:

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According to the authors of the text, strength or toughness in negotiation comes in the form of firm flexibility. This means being assertive and standing up for your interests, but also being open to alternative solutions and compromises. It involves finding a win-win solution rather than simply dominating the other party. Accommodating the other person (choice A), standing up for your principles at all costs (choice C), relying on criteria established by others (choice D), and inherent interests (choice E) are all important aspects of negotiation, but they alone do not represent the strength or toughness required in competitive negotiations.

From a Competitive Approach,principled Negotiation May Appear Weak