Getting to Yes Part 2
The alternative to positional bargaining
What is principled negotiation?
The most common mistake in the realm of intentions
What is the intention invention - assuming we know others' intentions when we don't?
Step one of ethical decision making
What is gather the facts?
The act of speaking up for onself and one's interests.
What is self-advocacy?
Two things you manage to increase your 360 degree awareness.
What are yourself and your relationships
What are protecting yourself and making the most of your assets?
Two things we commonly share instead of our actual feelings
The most critical thing to define
What is the one key ethical decision?
"I can do the job" and "I have the skills" are examples of
What is self-belief?
The three keys to multiparty negotiations
What are managing information, alliances, and decision rules?
Never yield to [blank], only to [blank]
What are pressure and principle?
What to check before deciding whether to raise an issue
What is your purpose?
The two types of stakeholders
What are the primary and secondary stakeholders?
What is self-esteem?
Knowing this impacts how you should treat the other party
The circle chart is a tool for...
What is inventing options?
Three ways to take the lead according to Difficult Conversations
What are reframing, listening, and naming the dynamic(s)?
Bias comes from these types of perspectives and pasts.
What are individual and situational?
Having a mentor is a type of [blank]
What is a support system?
The four roles in negotiations
What are leader, spokesperson, number cruncher, and watcher?
Escalating demands are an example of...
What are positional pressure tactics?
The very last step of a difficult conversation
What is problem-solving?
Having someone play Devil's Advocate is a way to...
What is sharpen the logic?
The key to a successful mentor-mentee relationship
What is a clear purpose and plan?
How to get the other party to play according to GTY
What is by using negotation jiujitsu?