Communication
What type of language involves shrugging your shoulders and talking with your hands?
Body language
What are calibrated questions?
Open-ended, typically how or what
This involves being hard on the problem but soft on the people.
Separate the people from the problem
Barbara Park's series about a mischievous girl.
Junie B. Jones
Chris Voss argues that "You’re right" is often a polite way to end a conversation, whereas this specific phrase signifies true understanding and a negotiation breakthrough.
That's Right
What is verbalizing the other person's emotions?
Labeling
What is the difference between zero-sum and win-win?
Zero sum means that for one group to win another must lose. Win-win both groups win.
What year was Batman first introduced into DC?
1939
This is repeating 1-3 words the counterparty said.
Mirroring
What is the difference between positions and interests?
Positions is what they want, interests are why.
The two-letter postal abbreviation for Maine.
ME
What is a type of written online communication?
possible answers: text, email
FBI hostage negotiator
What does BATNA stand for?
Best alternative to a negotiated agreement.
What is the tallest grass in the world?
Bamboo
When separating people from the problem, Getting to Yes suggests that negotiators should be "hard on the problem" and this toward the people.
Soft on the people
Provide two of the three problems with "the middle ground".
- it's lazy
- it's arbitrary
- it's analytical (and humans have emotions)
Why does the expression "This needs to be done sooner with higher quality" fail the Getting to Yes framework?
Lack of objective criteria
German composer of the Brandenburg Concertos
Johann Sebastian Bach