Getting to Yes - Chapter 4
5 Questions
39 Views

Choose a study mode

Play Quiz
Study Flashcards
Spaced Repetition
Chat to lesson

Podcast

Play an AI-generated podcast conversation about this lesson

Questions and Answers

What is a key strategy to increase the likelihood of reaching an agreement in negotiation?

  • Focus solely on your own interests
  • Ignore the other side’s point of view
  • Give support to the human beings on the other side while fighting hard on substantive issues (correct)
  • Avoid discussing options

    • In the context of negotiation, what does "inventing options for mutual gain" primarily involve?

  • Splitting the difference in every situation
  • Inventing solutions that are beneficial only to your side
  • Expanding the pie before dividing it to create advantageous solutions for both parties (correct)
  • Avoiding any form of compromise

    • Which of the following is NOT listed as a major obstacle to inventing options?

  • Premature judgment
  • Searching for the single answer
  • Thinking that solving their problem is their problem
  • Overestimating the opponent’s position (correct)

    • What is the primary purpose of a brainstorming session in negotiation?

    <p>To produce as many ideas as possible without criticism</p> Signup and view all the answers

    How can negotiators capitalize on differing interests to reach an agreement?

    <p>By identifying items that are of low cost to one side and high benefit to the other</p> Signup and view all the answers

    More Like This

    Use Quizgecko on...
    Browser
    Open
    Browser
    Browser