PRINCIPLED NEGOTIATION

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