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WorksheetsPRINCIPLED NEGOTIATION
Total questions: 10
Worksheet time: 5mins
Who pioneered the ideas of integrative negotiation?
Mary Parker Follett
William Ury
Bruce Patton.
Roger Fisher
3 problems to find your way through the forest of human problems are?
Understanding, emotion and perception
Perception, emotion and communication
Perception, emotion and listening
Understanding, listening and perception
How many characteristics of principled negotiation?
2
3
4
5
You are interested in identifying a client’s interests. What should you do?
Ask “how?"
Ask “why not?"
Ask “how can I reconcile the client’s position?"
Realize the client will likely have a sole interest.
Which of the following basic means may produce unequal results, but each side has an equal chance?
tradition
precedent
scientific judgment
coin flips
What do you need to remember after you have identified some objective criteria and processes?
Joint search for objective criteria
Reason and be open to reason
Never yield to pressure
All answers are correct
In most negotiations, how many major obstacles stand in the way of inventing options?
3
4
5
None of the correct
Which of the following is correct regarding the separate inventing from decision?
Since judgment hinders imagination
Creativity will become more easily
As wild ideas are not encouraged
All answers are correct
How to Use BATNA to Strengthen?
You can improve your BATNA.
You can determine the other side's BATNA.
You can weaken the other side's BATNA
All answers are correct
BATNA (Best Alternative To a Negotiated Agreement) is ___developed by ___ and ____ of the Harvard Negotiation.
a phrase; William Ury; Mary Parker Follett
a term; Roger Fisher; William Ury
a term; Bruce Patton; William Ury
a phrase; Mary Parker Follett; Roger Fisher
