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Getting to YES video quiz

Quiz by Fernando Ospina

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14 questions
Show answers
  • Q1
    What is the first principle of negotiation according to the authors of 'Getting to Yes'?
    Try on their point of view
    Battle it out
    Insist on using objective criteria
    Invent win-win agreements
    30s
  • Q2
    According to the authors, what is the source of many win-win agreements?
    Agreement on every detail
    Ignoring each other
    Stubbornness
    Difference in perspective
    30s
  • Q3
    What is the third negotiating principle recommended by the authors?
    Accept arbitrary decisions
    Insist on using objective criteria
    Trust your gut feeling
    Avoid discussing details
    30s
  • Q4
    What can help prevent negotiations from becoming a heated battle?
    Yelling louder
    Ignoring the other party
    Trying to understand the other party's perspective
    Refusing to compromise
    30s
  • Q5
    How can inventing win-win agreements benefit both parties?
    By forcing the other party to agree
    By giving up on personal goals
    By recognizing and leveraging differences in interests and beliefs
    By ignoring each other's needs
    30s
  • Q6
    Why is it important to insist on using objective criteria in negotiation?
    To prevent unfair or biased decisions
    To assert dominance over the other party
    To complicate the negotiation process
    To confuse the other party
    30s
  • Q7
    How can understanding the other party's perspective help in negotiation?
    Ignore the other party's feelings
    Reduce anger, offense, and hostility
    Make the negotiation more personal
    Increase tension and conflict
    30s
  • Q8
    What should you do if a negotiation reaches an impasse?
    Ignore the disagreement
    Walk away from the negotiation
    Give in to the other party's demands
    Research standards, existing precedent, or cultural norms
    30s
  • Q9
    What is the goal of transforming a negotiation from a battle into a collaborative problem-solving activity?
    To create a win-win solution
    To achieve total victory
    To avoid compromise
    To dominate the other party
    30s
  • Q10
    How can summarizing the other party's position help in negotiation?
    Avoid discussing details
    Confuse the other party
    Dismiss the other party's concerns
    Clarify misunderstandings and find common ground
    30s
  • Q11
    According to the transcript, what should you do if you can't reach a mutually beneficial agreement in a negotiation?
    cling to original positions
    insist on using objective criteria
    try on their point of view
    invent win-win agreements
    30s
  • Q12
    When negotiating, what does the transcript suggest as a way to counter pressure to give in?
    ask how would a court decide this
    invent a positional battle
    stick to original demands
    ignore the other party's perspective
    30s
  • Q13
    How can leveraging differences in perspectives help in negotiations?
    lead to conflict escalation
    result in an impasse
    create win-win agreements
    cause misunderstandings
    30s
  • Q14
    What is the ultimate goal of using objective criteria in a negotiation, as mentioned in the transcript?
    to assert dominance
    to manipulate the other party
    to prolong the negotiation
    to reach a fair agreement
    30s

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