Getting To Yes Chapter 1 Flashcards

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Questions and Answers

Which of these criteria are used to fairly judge a negotiation?

Produces a wise agreement if possible (correct)

Is inefficient

Creates conflict

Improves relationships between parties (correct)

What is a wise agreement?

An agreement that meets the legitimate interests of each side, resolves conflicting interests fairly, is durable, and considers community interests.

What is principle negotiation?

Hard on problem, soft on people, merits vs. haggling, look for mutual gains.

What is positional bargaining?

A negotiation where each side takes a position, argues for it, and makes concessions to reach a compromise. Signup and view all the answers

What are the pros of positional bargaining?

Tells other side what you want, provides an anchor in pressured situations, eventually produces acceptable agreement. Signup and view all the answers

What are the cons of positional bargaining?

Doesn't produce a wise agreement efficiently and amicably. Signup and view all the answers

What are the two styles of positional bargaining?

Soft and Hard. Signup and view all the answers

What is soft positional bargaining?

A style where participants are usually friends or family and the goal is agreement. Signup and view all the answers

What is hard positional bargaining?

A style where participants are adversaries and the goal is victory. Signup and view all the answers

Arguing over positions is efficient.

False Signup and view all the answers

What are the two levels of negotiation?

Substance and procedure. Signup and view all the answers

What are the four points of principle negotiations?

People, Interests, Options, Criteria. Signup and view all the answers

What are the three stages of negotiation?

Analysis, Planning, Discussion. Signup and view all the answers

What is analysis in negotiation?

Trying to diagnose the situation, gather and organize information, and think about it. Signup and view all the answers

What is planning in negotiation?

Generating ideas, deciding what to do, and generating additional options and criteria. Signup and view all the answers

What is discussion in negotiation?

When parties communicate back and forth, looking toward agreement. Signup and view all the answers

Study Notes

Negotiation Criteria

Effective negotiation is judged by three criteria: wise agreement, efficiency, and relationship improvement.
A wise agreement meets the legitimate interests of both parties, resolves conflicts fairly, is durable, and considers community interests.

Types of Negotiation

Principle negotiation involves being tough on problems while remaining soft on people, focusing on mutual gains rather than haggling.
Positional bargaining requires each party to take a position, argue for it, and make concessions to come to a compromise.

Positional Bargaining

Pros include: clearly articulating desires, providing anchors in uncertain situations, and ultimately producing acceptable agreements.
Cons include inefficiency and the potential for unamicable outcomes.
Two styles:
- Soft bargaining prioritizes maintaining relationships.
- Hard bargaining focuses on achieving results, often leading to conflict.

Characteristics of Bargaining Styles

Soft positional bargaining is often used among friends or family with the goal being mutual agreement.
Hard positional bargaining occurs between adversaries aiming for victory.

Challenges of Positional Bargaining

Arguing over positions is time-consuming and increases the risk of breakdowns.
It can lead to stalling in settlements due to extreme initial positions or deception.

Negotiation Levels and Components

Negotiation operates on two levels: substance (the content) and procedure (the process).
Principle negotiations involve four key points:
- Separate people from the problem.
- Focus on interests, not positions.
- Develop multiple options for mutual gain.
- Use objective criteria for decision-making.

Stages of Negotiation

The negotiation process consists of three stages:
- Analysis: Understanding and diagnosing the situation, gathering and organizing information.
- Planning: Generating ideas and deciding on options and criteria.
- Discussion: Engaging in back-and-forth communication to reach an agreement while recognizing each side’s interests.

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Description

Explore the key concepts from Chapter 1 of 'Getting To Yes'. This quiz focuses on the essential criteria for fair negotiation and the nature of wise agreements. Improve your understanding of effective negotiation strategies.