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Test The Harvard Model: insisting on objective criteria
Agenda
QUESTION 1: What is the fourth and final principle of the Harvard Negotiation Model?
That the solution must be based on objective criteria
Focus on interests, not positions
Be tough on the problem, but gentle on the person
Generate multiple creative options
2nd QUESTION: According to this principle, what should the final decision not depend on?
In the feelings of the person most affected
In the strength, will or power of one of the parties
In the quickest possible solution
In the first idea that is proposed
QUESTION 3: What is the key to applying this principle, rather than going directly to the solutions?
Agree on the criteria that the solution must meet
Propose a solution and defend it
Let a mediator choose the criteria
Vote for the best solution
QUESTION 4: In the dinner example, instead of discussing the restaurant, what questions are asked to obtain the criteria?
Which restaurant do you like the most?
Why don't you like my restaurant proposal?
Questions about the type of cuisine, area or preferred atmosphere
Are you okay with going to the Italian restaurant?
QUESTION 5: Why are parties more willing to cooperate when a solution is sought based on objective criteria?
Because they feel pressured to accept logic
Because the conversation focuses on logic and facts, not on emotions or personal interpretations
Because objective criteria always benefit both parties equally
Because it is the fastest method
QUESTION 6: Why is the final solution more sustainable when applying this method?
Because it fits the needs and the other person feels valued by having the option to choose
Because it is imposed by force
Because it is the only option available
Because it is based on the emotions of the moment
QUESTION 7: What is transformed in a collaborative search for a fair solution when using objective criteria?
The collaboration
The discussion
The negotiation
The conflict that was a battle of wills
QUESTION 8: Besides solving the problem, what other benefit does this approach have?
Allows you to win the negotiation quickly
Weakens the other party's position
Strengthens the relationship by demonstrating respect, trust and fairness
Ensures that there will be no more conflicts in the future
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