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Questions and Answers
What is a key strategy to increase the likelihood of reaching an agreement in negotiation?
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?
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?
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?
What is the primary purpose of a brainstorming session in negotiation?
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How can negotiators capitalize on differing interests to reach an agreement?
How can negotiators capitalize on differing interests to reach an agreement?
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