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Test The Harvard model: focus on interests, not positions
Agenda
QUESTION 1: According to the text, why do most negotiations and conflicts stall?
Because the parties do not have clear interests
Because the parties cling to their rigid positions
Because there are not enough resources for everyone
Why is active listening not used?
2nd QUESTION: What is a "position" in a negotiation?
The underlying reasons why a person wants something
A creative solution that benefits everyone
A middle ground in a negotiation
What a person declares they want, the tip of the iceberg of a dispute
QUESTION 3: What does the second principle of the Harvard Negotiation Model propose?
Impose the strongest position
Be tough on the problem, but gentle on the person
Always seek a quick agreement
That the focus should be on interests and not on positions
QUESTION 4: What are "interests"?
The specific figure requested in a negotiation
A "win-win" solution
The underlying reasons, needs, desires, or concerns that motivate a person
An open question
QUESTION 5: How does focusing on interests transform a negotiation?
In a battle of wills
In a collaborative problem-solving process
In an endless discussion
In a game where one person must lose
QUESTION 6: In the pumpkin example, what made it possible to satisfy everyone?
Investigate their interests (why they wanted the pumpkin)
Divide the pumpkin into three equal parts
Draw lots to see who would keep the pumpkin
Look for another pumpkin
QUESTION 7: What types of questions should be asked to discover the other person's interests?
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?"
QUESTION 8: In addition to resolving the conflict, what other benefits does this approach have?
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
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