The True Object of Negotiation Is To

question 40

Multiple Choice

The true object of negotiation is to:

• A) first make a lower offer than you are willing to pay.
• B) make a higher demand than you are willing to accept.
• C) satisfy the underlying interests of both sides.
• D) focus on positions, rather than interests.

---

Definitions:

Nonexecutive Personnel

Employees within an organization who do not hold executive or managerial positions, often involved in day-to-day operations.

Media Scandals

Events or actions that receive widespread public disapproval and are extensively covered and criticized in the media.

Compensating Salespeople

The practice of providing monetary and non-monetary rewards to sales staff for their performance and achievements.

Stock Ownership Incentive Plans

Programs designed to give employees the opportunity to buy or receive shares in the company they work for as a form of incentive.