Getting to Yes - Chapter 1
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Questions and Answers

Positional bargaining can result in which of the following?

  • Improved relationships between parties.
  • Efficient negotiations.
  • Damaged relationships and unwise agreements. (correct)
  • .

    • What do the authors propose as an alternative to positional bargaining?

  • More aggressive negotiation tactics.
  • Principled negotiation. (correct)
  • Avoiding negotiation.
  • .

    • What is the primary disadvantage of positional bargaining?

  • It is too quick.
  • It often leads to satisfying agreements.
  • It tends to lock parties into their positions. (correct)
  • .

    • Describe how positional bargaining could potentially harm the relationship between negotiating parties.

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    Explain the concept of principled negotiation and how it differs from positional bargaining.

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    Flashcards

    Positional Bargaining Outcome

    Damaged relationships and unwise agreements can result from positional bargaining.

    Alternative to Positional Bargaining

    Principled negotiation is proposed as a better alternative.

    Positional Bargaining Disadvantage

    Positional bargaining often traps parties in inflexible positions.

    Relationship Harm in Positional Bargaining

    Negotiations based on inflexible positions are prone to damaging relationships.

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    Principled Negotiation Definition

    Principled negotiation focuses on mutual gains and the underlying interests of the parties, instead of rigid positions.

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