A quiz to test students' understanding of the video lectures on the 7 elements.
Interests
Options
Criteria
Alternatives
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Goodwill
Selling price
Financial security
Recognition
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Interests
Options
Criteria
Alternatives
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A party should invent options that will satisfy his interests well.
A party should invent options that will satisfy the other party’s interests reasonably well so as to create a lasting agreement.
A party does not need to consider the needs of anyone who is not party to the dispute.
A party will support an option provided by the other party if it satisfies his own interests.
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Parties should focus on shared interests rather than their own positions.
The party’s name should be written in brackets after the option which he suggested to indicate its origination.
Each party should note the positive, then negative, aspects of each option as it is being suggested by the other party.
By agreeing for an option to be listed, a party is implicitly adopting at least parts of the solution suggested.
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An example of an objective criterion is a party’s own assessment of the value of his own losses.
Object criteria work on the principle that parties want to be treated fairly.
Criteria can be used as a sword (to persuade) and a shield (to defend).
Objective criteria are used to evaluate an option.
Parties can try to identify a fair procedure instead.
The mediation is not possible, and is bound to fail.
The mediator has not discharged his duties and should refund any fees paid.
The parties should meet each other’s claim halfway to narrow the gap.
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One party cuts, the other party chooses.
Drawing lots.
Letting a neutral party decide.
The parties agree to donate the difference in their claims to charity.
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Ask the parties about the underlying reasons for their respective proposals.
Ask questions which tend to expose the party’s bottom line in the negotiations.
Enquire as to why a particular proposal is fair.
Challenge the party to consider the option from the other party’s point of view.
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An alternative is simply another word for option.
An alternative is something a party can turn to if there is no settlement.
An alternative helps a party to evaluate his underlying interests.
An alternative need not be realistic because it is used as a bargaining chip.
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The BATNA is used for reality testing.
A party should accept the offer only if the BATNA is better than the offer made.
It may be useful to estimate the other party’s BATNA.
The BATNA is useful for evaluating one’s options.
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You ask John to throw in a new sound system for the price he is asking.
You decide to go green by using public transport.
You continue to use your existing car.
You consider buying over a car which Mark won in a supermarket lucky draw.
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