According to Ury,Brett,and Goldberg,negotiators who focus on rights ________.
A) use integrative bargaining strategies and try to expand the bargaining zone
B) apply standards of fairness to negotiation based upon norms
C) attempt to learn about the other party's underlying needs, desires, and concerns
D) use status, rank, threats, and intimidation to get their way

Question

Quizplus · Accepted Answer

Negotiators who focus on rights apply standards of fairness to negotiation based upon norms. They aim to achieve a "fair" outcome according to objective principles of justice, such as legal precedents, industry standards or moral values. They may use distributive bargaining strategies to divide a fixed pie, but they are more likely to use integrative bargaining strategies to expand the bargaining zone and create value for both parties. They also seek to establish a long-term relationship based on trust, respect, and reciprocity.

According to Ury,Brett,and Goldberg,negotiators Who Focus on Rights ________