Which of the following are best practices for negotiators representing the weaker side?

Opting for a principled approach that involves calm behavior and a focus on issues is essential for negotiators representing the weaker side. This strategy promotes constructive dialogue and fosters a more collaborative environment. By maintaining composure and prioritizing substantive discussions over personal confrontations or emotional reactions, the negotiator can build trust and credibility, which are vital in any negotiation, especially when facing a stronger opponent.

A principled approach also encourages problem-solving, as it emphasizes mutual interests rather than positional bargaining, which can lead to more satisfactory outcomes for both parties. This method not only helps in articulating the needs and concerns of the weaker side clearly but also positions them as a rational and reasonable party in the eyes of the stronger opponent. As a result, negotiators can create room for creative solutions that might otherwise be overlooked in a more adversarial approach.

In contrast, making aggressive demands can backfire and lead to heightened tensions and defensiveness from the opponent. Avoiding engagement altogether can prevent the weaker side from voicing their needs and could result in missing opportunities for negotiation. Presenting only one option restricts flexibility and may not adequately address the interests of both parties, potentially leading to a stalemate. Hence, the principled approach stands out as the most effective practice