PRINCIPLED NEGOTIATION - PART ONE
There are this number of key principles that make up principled negotiation.
What is Four? (p. 11)
This negotiation point separate people from the problem.
What is People?
Participants are problem-solvers
What is principled negotiation? (p. 13)
Positional bargaining has this number of styles
What is two? (p. 9)
Complete the sentence: "You will usually find more than one ________ ________ available as a basis for agreement."
What are objective criterion?
The main goal of principled negotiation is wise, amicable this.
What is agreement? (p. 4 - 5)
This negotiation point focuses on interests, not positions.
What are Interests? (p. 11)
Participants demands concessions
What is positional negotiation? (p. 13)
Name the styles of positional bargaining
What are soft and hard? (p. 9)
Complete the sentence: "Approaching agreement through discussion of objective criteria also reduces the number of commitments that each side must _____ and then _____ as they move toward agreement."
What are make and unmake?
These key points describe a straightforward method of negotiation.
What are people, interest, options and criteria? (p. 11)
This negotiation point invents multiple options looking for mutual gains before deciding what to do.
What are Options? (p. 11)
Participants explore interest.
What is principled negotiation?
Pick the style of positional bargaining: Participants are friends
What is soft? (p. 9)
Complete the sentence: "In positional bargaining, negotiators spend much of the time ______ ______ ______ and attacking the other side’s."
What is defending their positions?
This is another name for principled negotiation.
What is negotiation on the merits? (p. 11)
This negotiation point insists that the result be based on some objective standard.
What is Criteria? (p. 11)
Participants develop multiple options to choose from.
What is principled negotiation? (p. 13)
Pick the style of positional bargaining: Participants apply pressure
What is hard? (p. 9)
Complete the sentence: "___________ ___________ are even more important to efficiency when more parties are involved."
What are Independent standards?
This is an alternative of principled negotiation.
What is positional bargaining? (p. 11)
Principled negotiation is a method of negotiation explicitly designed to produce wise outcomes _____ and _____.
What are efficiently and amicably? (p. 11)
Participants insist on agreement
What is positional negotiation? (p. 13)
Pick the style of positional bargaining: Participants mislead as to bottom line
What is hard? (p. 9)
Complete the sentence: "The more you bring standards of ______, ______, or scientific ______ to bear on your particular problem, the more likely you are to produce a final package that is wise and fair."
What are fairness, efficiency, or merit?