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Test The Harvard model: separating the people from the problem
Agenda
QUESTION 1: What is the first principle of the Harvard Negotiation Model?
Be tough with the person so they understand the problem
Be tough on the problem, but never on the person
Always look for a middle ground
Focus on positions, not interests
2nd QUESTION: What is the key to this principle for addressing a conflict?
See conflict as a battle to be won
Identify a culprit to solve the problem
Focus on emotions to understand the situation
View the conflict as a separate entity, a problem to be resolved as a team
QUESTION 3: When applying this principle, what should the conversation focus on?
In the facts and not in emotions or assumptions
In the emotions of each person
In assumptions about the other's intentions
In blaming the person to assume responsibility
QUESTION 4: What effect does shifting the focus from blame to solutions have?
It aggravates the conflict
Makes the other person feel guilty
Depersonalizes conflict and opens the door to collaboration
It has no effect on the resolution
QUESTION 5: Why is empathy important in this model?
To find the other's weak points
To understand the other person's needs, show respect and invite collaboration
To be able to agree with everything the other says
To manipulate the other person and win the negotiation
QUESTION 6: Which of the following is a useful step in applying this principle?
Identify emotions before starting the conversation
Ignore emotions to be more objective
Attack the problem directly without beating around the bush
Focusing only on your own point of view
QUESTION 7: Instead of saying "You are always late," what alternative is suggested?
You are irresponsible
I don't like your attitude
You always do the same thing
The report was submitted late, how can we prevent this from happening again?
QUESTION 8: Besides solving the problem, what other benefit does this approach have?
Allows you to win the negotiation
It weakens the relationship
It strengthens the relationship, as both parties feel heard and respected
Ensures that the conflict never happens again
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