FOCUSING ON INTERESTS NOT POSITIONS Suggests That Negotiators Should

question 11

Multiple Choice

FOCUSING ON INTERESTS NOT POSITIONS suggests that negotiators should

• A) Identify their position and defend it.
• B) Be soft negotiators and accommodate whatever the other person wants.
• C) Identify what is truly important and negotiate based on these concerns, rather than defending just one possible solution.
• D) Explore various alternatives to negotiating and determine a position that is most likely to be acceptable by the BATNA.
• E) Ensure that any criteria that are used to evaluate options are based on the most interesting positions of the parties.

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Definitions:

Cost of Goods Sold

The direct costs attributable to the production of the goods sold by a company, including the cost of the materials and labor directly used to create the product.

Collections

The process of receiving payments from customers or clients for goods or services rendered.

Merchandise Purchases

The total cost of goods bought for resale during a specific period in a retail or wholesale business.

Cost of Goods Sold

The total cost of manufacturing and delivering a product to the customer, including raw materials, labor, and overhead.