A Colleague Has Come to You Asking for Advice on How

Multiple Choice

A colleague has come to you asking for advice on how best to approach an upcoming negotiation. You have elected to share with her the "principled negotiation" approach. Which of the following points should you include in your advice? Circle all that apply.

A) To gain best advantage, view yourself as working against the party with whom you are attempting to reach agreement.
B) Focus on interests, not positions.
C) Try trading for what you want and see if you can compromise.
D) Think broadly about possible solutions that advance the shared concerns of the various parties involved in the negotiation.
E) Insist that the outcome of the negotiation reflect some fair standard.