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SPMA 4P96 Mid-Term questions with complete solutions
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SPMA 4P96 Mid-Term questions with complete solutions
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SPMA 4P96 Mid-TermWhat is the basic problem in negotiations? - correct answer ✔✔It lies not in conflicting positions, but in
the conflict between each side's needs, desires, concerns and fears.
What are the 2 reasons to reconcile interests? - correct answer ✔✔1. For every interest there are
multiple solutions
2. Behind opposing positions often lie more shared interests
Use what 2 questions to identify interests? - correct answer ✔✔1. Why
2. Why Not?
What are 3 strategies to share your interests? - correct answer ✔✔1. Put the problem before the answer
2. Look forward, not back
3. Be concrete but flexible
What are the 4 major obstacles to inventing options for mutual gains? - correct answer ✔✔1. Premature
judgement
2. Searching for a single answer
3. The assumption of the fixed pie
4. Thinking "solving their problem is their problem"
, What is done before brainstorming? - correct answer ✔✔1. Define your purpose
2. Choose the participants
3. Change the environment
4. Desing an informal atmosphere
5. Choose a facilitator
What should be done during brainstorming? - correct answer ✔✔1. Seat participants side by side
2. Clarify the ground rules
3. Brainstorm
4. Record the ideas in full view
What should be done after brainstorming? - correct answer ✔✔1. Star the most promising ideas
2. Invent improvements for promising ideas
3. Set up a time to evaluate ideas and decide
What are the 4 steps in the circle chart to invent options? - correct answer ✔✔1. Problem - identify it
2. Analysis
3. Approaches
4. Action Ideas
What are 5 fair standards? - correct answer ✔✔1. Market Value
2. Scientific Judgement
3. Equal Treatment
4. Tradition
5. Moral Standards
What are the 3 points to remember when using Objective Criteria in negotiations? - correct answer
✔✔1. Frame issues as a join search for objective criteria
2. Reason and be open to reason (re: objective standards, precedents, market value, etc.)
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