CS Professional · Arbitration, Mediation and Conciliation · Negotiation Skills and Communication
Mehta Exports and Rao Logistics negotiate a freight dispute. Mehta's manager says, 'We want a dependable delivery schedule more than a lower rate; the rate we quoted is only our opening stance.' In negotiation theory, the delivery schedule is Mehta's:
The delivery schedule is Mehta's interest. Interests are the underlying needs or concerns that motivate a party, whereas a position is the stated demand, here the quoted rate. Identifying interests lets negotiators find solutions beyond the stated positions.
- APosition
- BInterestCorrect
- CBargaining zone
- DWalk-away price
Explanation
An interest is the underlying need or concern behind what a party demands. The quoted rate is the stated position, which the manager calls an opening stance. The delivery schedule is the real need, hence an interest.
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