The correct answers are option (1) and (2) The four basic principles of negotiat

Question

The correct answers are option (1) and (2)

The four basic principles of negotiation are

1.       Separate the people from the problem

2.       Focus on interests, not positions

3.       Invent options for mutual gain

4.       Insist on objective criteria.

Reasoning for choosing options (1) and (2) are supported below.

1.       Negotiators separate the people from the problem during the negotiation process because people problems involve emotions like panic, fury, disbelief and nervousness. These emotions get tangled with the issues in the argument and make both harder to deal with.

2.       Negotiating about interests means negotiating about things that people really want and need, not what they say that want or need.

3.       By keeping interest in the spotlight , both parties can accomplish the third principle “invent options for mutual gain”. This means negotiators should look for new solutions to the problem that will allow both sides to win.

4.       This gives both sides more guidance as to what is reasonable and makes it hard to go up against the proposal.

Explanation / Answer

Research has shown that negotiations have the best opportunity for a successful conclusion when _______________ . (select all that apply) 1. a win-win strategy is attempted first 2. negotiators separate the people from the problem. 3. negotiators focus on positions instead of interests 4. negotiators agree before hand ton a time limit for completion.

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