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Who are the authors of 'Getting to Yes'?
What is BATNA in the context of negotiation as discussed in the book?
'Getting to Yes' promotes which type of negotiation?Principled negotiationWin-lose negotiationManipulative negotiationAdversarial negotiation
Which principle suggests that negotiators should look for mutual gains wherever possible?The principle of Win-Win NegotiationThe principle of BATNAThe principle of Competitive NegotiationThe principle of Hard Bargaining
How many fundamental principles of negotiation does the book propose?
Which of these is NOT one of the fundamental principles of negotiation proposed in the book?Demanding concession as a condition of relationshipSeparate the people from the problemFocus on interests, not positionsInvent options for mutual gain
The book suggests negotiators should focus on interests, not...
Which principle recommends that negotiators use objective criteria?The principle of Objective CriteriaThe principle of BATNAThe principle of Win-Win NegotiationThe principle of Soft Bargaining
'Getting to Yes' advises negotiators to do which of the following when negotiating?Look for mutual gainsStick to your initial positionUse tactics to pressure the other partyReject the other party's offer without exploring options
According to the book, what is a key tactic for effective negotiation?Focusing on mutual interestsUsing pressure tacticsBeing inflexibleHiding information