Question

Getting to YES Negotiating an agreement without giving in use that book

QUESTION 18

1. Those engaged in negotiation jujitso use the following key tools –

   		A. (1) Use statements instead of questions, and (2) silence
   		B. (1) Use Questions instead of statements, and (2) keep talking
   		C. (1) Use statements instead of silence, and (2) ask questions
   		D. (1) Use Questions instead of statements, and (2) silence

1 points   

QUESTION 19

1. The procedure that assists a third-party mediator to change the process from positional bargaining to seeking a solution on the merits, and separate inventing from decision-making, reducing the number of decisions required to reach an agreement and help the parties know what they will get when they decide is known as -

   		A. Mediation
   		B. one-text procedure
   		C. negotiation jujitso
   		D. The end-result procedure

Answer 1

Question 18

Correct answer is D. (1) Use Questions instead of statements, and (2) silence

Questions brings answers and cooperation and silence is used during unreasonable offer

Question 19

Correct answer is A. Mediation

In mediation, a mediator assists in resolving a dispute in an agreeable way