You Are Negotiating a Contract and You Would Like to Use

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.