Getting to Yes - Chapter 5
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Questions and Answers

What is one effective way to develop solutions that are easy for the other side to accept?

  • Making threats to enforce compliance
  • Crafting solutions that meet your own interests exclusively
  • Shaping solutions so that they appear legitimate (correct)
  • Raising demands to create negotiating room

    • What approach should negotiators take to resolve conflicts of interest efficiently?

  • Insist on positional bargaining
  • Negotiate on the basis of objective criteria (correct)
  • Focus on the willpower of each side
  • Avoid using any standards

    • How can negotiators use fair procedures to resolve conflicting interests?

  • By taking turns or drawing lots (correct)
  • By making arbitrary decisions
  • By insisting on their own will
  • By ignoring the other party’s suggestions

    • When negotiating with the other side, what should you do if they present a position without objective criteria?

    <p>Ask for the theory behind their position</p> Signup and view all the answers

    What is the principled response to pressure tactics during negotiation?

    <p>Invite them to state their reasoning and suggest objective criteria</p> Signup and view all the answers

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