Substance goals are ________.
A)not concerned with negotiation outcomes
B)tied to content issues
C)concerned with negotiation processes
D)tied to the way people work together while negotiating
E)tied to the way people will be able to work together again in the future

Question

Quizplus · Accepted Answer

Substance goals are focused on the content issues being negotiated, such as the specific terms of a contract or the distribution of resources. They are distinct from process goals (C) which focus on the negotiation dynamics and how the parties are interacting with each other, and from relationship goals (E) which focus on establishing positive and effective relationships for future interactions. Substance goals do have implications for negotiation outcomes, but they are not solely focused on them (A). The way people work together while negotiating (D) is more closely related to process goals.

Substance Goals Are ________