Two important goals must be considered in negotiation.These goals are __________.
A)substantive goals and emotional goals
B)statutory goals and discretionary goals
C)interpersonal goals and intrapersonal goals
D)substance goals and relationship goals
E)direct goals and indirect goals

Question

Quizplus · Accepted Answer

Substantive goals refer to the actual issues or items being negotiated, such as price or terms of a contract. Relationship goals refer to the establishment and maintenance of a positive relationship between the parties involved in the negotiation. Both of these goals are important and must be considered in order for successful negotiations to occur.

Two Important Goals Must Be Considered in Negotiation