__________ are concerned with outcomes and the content issues of negotiation.

Question

Quizplus · Accepted Answer

Substance goals are concerned with the outcomes and content issues of negotiation, such as reaching agreement on specific terms, conditions, and objectives. Effective goals are broader and encompass both substance goals and process goals (how the negotiation will be conducted). Relationship goals focus on establishing and maintaining a positive relationship with the other party, while performance goals are focused on achieving personal or organizational objectives.

__________ Are Concerned with Outcomes and the Content Issues of Negotiation