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Getting to Yes - Chapter 3
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Getting to Yes - Chapter 3

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Questions and Answers

What is the main benefit of separating the people from the problem during negotiations?

  • It helps to avoid personal conflicts and focus on the actual issue. (correct)
  • It allows negotiators to ignore the other side's interests.
  • It ensures that the negotiation ends quickly.
  • It allows one side to dominate the negotiation.

    • In the context of negotiation, focusing on interests rather than positions helps to:

  • Reach a compromise more quickly.
  • Understand the underlying reasons behind each party's stance. (correct)
  • Identify which party is stronger.
  • Make the negotiation process more competitive.

    • Which of the following is a key principle in addressing interests during negotiation?

  • Concentrating on short-term gains.
  • Viewing negotiation as a zero-sum game.
  • Exploring multiple options to satisfy underlying interests. (correct)
  • Rigidly sticking to initial positions.

    • What is a common mistake that can hinder the creation of mutually beneficial options in negotiations?

    <p>Prematurely judging the other party's suggestions.</p> Signup and view all the answers

    In the example of the Egyptian-Israeli peace treaty, what interest did demilitarizing the Sinai Peninsula satisfy for Israel?

    <p>Security</p> Signup and view all the answers

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