You Are Negotiating a Contract and You Would Like to Use

question 14

Multiple Choice

You are negotiating a contract and you would like to use the interests-based approach for negotiation.Soon you realize that the other party is using the power-based approach.Which of the following strategies can you use to move your opponent toward interests?

• A) Reciprocate your opponent's approach so she will soon realize that the power-based approach will not work.
• B) Avoid face-to-face meetings during negotiations.
• C) Stay focused on the issue and separate the people from the problem.
• D) Make unilateral concessions.

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Definitions:

Request For Credit

A formal plea or application to have a monetary value recognized or applied, often in business contexts.

Routine Request Message

A communication that asks for something considered standard or expected in a business or professional setting.

Specific Actions

Concrete steps or measures taken to achieve a particular goal or objective.

Routine Request Message

A message used in business communication to ask for something that is considered standard or regular.