Question

Getting to YES Negotiating an agreement without giving in is the book to use

QUESTION 1

1. In response to power the most any method of negotiation can do is to -

   		A. Guarantee you success even if all the leverage lies on the otherside
   		B. Help you make the most of the assets you do have so that any agreement you reach will satisfy your interests as well as possible.
   		C. Protect you against making an agreement you should reject
   		D. Protect you against making an agreement you should reject, and help you make the most of the assets you do have so that any agreement you reach will satisfy your interests as well as possible.

1 points   

QUESTION 2

1. When a negotiator establishes a "bottom line" they are -

   		A. establishing in advance the worst possible outcome
   		B. protecting against rejecting a deal they should have accepted
   		C. protecting against both accepting a deal they should have rejected and rejecting a deal they should have accepted
   		D. establishing in advance the best possible outcome

Answer 1

1. D. Protect you against making an agreement you should reject, and help you make the most of the assets you do have so that any agreement you reach will satisfy your interests as well as possible.

Power will signify that the negotiator is protected based on any negotiation that they reject and also utilize the assets accordingly to satisfy the interests as well.

2. A. establishing in advance the worst possible outcome

This is the concept based on which the negotiator is aware of the possible minimum outcome that they need to maintain and that is also the deciding factor for continuing the negotiation or not.