Test The Harvard model: focus on interests, not positions

QUESTION 1: According to the text, why do most negotiations and conflicts stall?

Yes or no questions to get quick answers
Accusatory questions to put the other person on the defensive
Questions that assume the answer
Open-ended questions that invite a detailed response, such as "Can you help me understand why this is important to you?"

Allows you to win the negotiation
Weakens the other party's position
Strengthens relationships by demonstrating respect and genuine interest in the other's perspective
Makes the negotiation process faster