REVIEW QUESTIONS NEGOTIATION VICTORIA RUSNICK

Negotiation Worksheet 2.
Review Questions 1-2

Chapter 1. Don’t Bargain Over Positions

1. A negotiation method can be judged fairly by three criteria: It will produce a
wise agreement if it is possible to reach a consensus. It will be efficient. It will
enhance or at least not damage the relationship of the parties as a whole.

2. An ongoing relationship is endangered when arguments over positions are

fought. Anger and resentment often result from one side seeing itself bent to
the rigid will of the other while its legitimate concerns remain unresolved. A
good relationship and substance are traded against one another in positional
bargaining.

3. An example of hard bargaining is haggling in a market. Hard bargaining

focuses on results. On the other hand, soft bargaining is more concerned with
maintaining a relationship than achieving results.

4. Sharing and exploring the interests behind our positions is a key aspect of
Principle Negotiation.
REVIEW QUESTIONS NEGOTIATION VICTORIA RUSNICK

Negotiation Worksheet 2.
Review Questions 1-2

Chapter 2. Separate the People from the Problem

1. The author notes “Negotiators are people first”. The conclusion I came to
from this phrase is that it can be challenging to remember that negotiators are
human beings during negotiations. When negotiators have a trusting,
respectful friendship, the outcome is usually smooth and mutually satisfying.

2. “Every negotiator has two kinds of interests: in the substance and in the
relationship.”. Negotiators aim to achieve a satisfactory agreement that meets
their substantive interests. Furthermore, the negotiator's relationship with the
other party is also of interest. In negotiation, the goal is to preserve a
functional relationship and achieve an acceptable agreement.

3. “Disentangle the relationship from the substance; deal directly with the people
problem.” Parties in a negotiation can negotiate better and maintain their
relationship if they resolve perceptual, emotional, and communicative issues .

4. A principle for addressing differences in perspective during negotiations is to

consider that people often focus on facts that align with their own biases and
expectations. Empathy and fairness are key when negotiators try to imagine
the other side's perspective.

5. Negotiators should make it a point to discuss their emotions and those of their
constituents, if possible. Allowing the other side to vent their emotions can
also be a wise decision. Apologies and other small gestures of sympathy can
soothe negative emotions and reduce conflicts without affecting negotiation
outcomes.

6. Successful listeners make an effort to clear up any doubts in the other person's
ideas and show that they grasp the other person's perspective before
REVIEW QUESTIONS NEGOTIATION VICTORIA RUSNICK

articulating their own. By confirming mutual understanding, negotiators show

goodwill and maintain alignment.

In negotiations, it's common for both parties to discuss each other's

motivations and intentions at length. You can make your argument more
persuasive by describing a problem in terms of how it affects you, instead of
explaining what they did or why. They will either get upset or pay no attention
7.
to you if you make a statement about them that that they consider to be false.
Making a statement about yourself makes it hard to argue against as it is about
your feelings.
Example: ‘‘I feel let down’’ instead of ‘‘You broke your word’’.