Question

What is the key to finding a negotiator's interests and concerns when he or she states a position? You should ________ the interest or concern is important.

a) Assume
b) Ignore
c) Clarify
d) Mimic

Answer 1

To uncover a negotiator's interests and concerns, one must clarify why these are important, facilitating a move beyond mere positions towards a more in-depth, beneficial negotiation.

Step-by-step explanation:

The key to finding a negotiator's interests and concerns when he or she states a position is to clarify why the interest or concern is important. By asking probing questions and actively listening, a negotiator can uncover underlying issues and better understand the other party's true needs and wants. This allows for the negotiation to move beyond positions to a more constructive discussion about interests, which is more likely to lead to a mutually beneficial agreement.