FOCUSING ON INTERESTS NOT POSITIONS Suggests That Negotiators Should

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.