The Negotiating Strategy Focus on Interests, Not Positions Calls for the Negotiator

question 3

Multiple Choice

The negotiating strategy focus on interests, not positions calls for the negotiator to

• A) quickly uncover the interests of the other side.
• B) stick to his or her demands until the last.
• C) find mutual interests with the other side.
• D) strive to satisfy his or her overall interests.

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Definitions:

Withdraw Repudiation

The act of one party withdrawing their previous refusal to fulfill their obligations under a contract.

Materially Changed

Refers to a significant alteration in the condition or content of a document, item, or agreement that affects its utility or value.

Obligations

Duties or responsibilities imposed by law, contract, or moral duty that require a party to act or refrain from acting in a certain way.

Commercial Unit

Under the UCC, any unit of goods that is treated by commercial usage as a single whole. It may, for example, be a single article or a set of articles such as a dozen, bale, gross, or carload.