Getting to Yes - Chapter 2
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Questions and Answers

Why is it important to separate the people from the problem?

  • To make negotiations less personal and more objective. (correct)
  • To reduce the efficiency of the negotiation process.
  • To focus solely on personal interests.
  • .

    • Which of the following is a technique for separating the people from the problem?

  • Focusing on shared interests. (correct)
  • Ignoring the other party's emotions.
  • Emphasizing differences.
  • .

    • How can negotiators address their differences in perception?

  • By arguing more forcefully.
  • Through active listening and acknowledgment. (correct)
  • By avoiding discussion of perceptions.
  • .

    • How can emotions and perceptions interfere with a negotiation, and what strategies can be used to manage them?

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    Provide an example of how a negotiator might separate the people from the problem in a real-world scenario.

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