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Card 27 / 40: According to experts, what best practices describe effective negotiations?
A) Focus on interests not positions
B) Focus on people not problems
C) Identify objective criteria to determine success
D) Both answers A and C

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Explanation:

Please refer to the Unit 4 Introduction. View YouTube's video: Stanford Graduate School of Business: Joel Peterson's "Conducting Effective Negotiations." Peterson cites four fundamentals of negotiation: 1. Separate people from the problem. 2. Focus on interests, not positions. 3. Invent opportunities together for mutual gain. 4. Identify objective criteria to determine success. Peterson adds a fifth fundamental: Know your BATNA (Best Alternative to a Negotiated Agreement), and calculate the other party's BATNA.

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https://www.jobilize.com/negotiations-conflict-management-mcq-quiz-by-charles-jumper

Negotiations & Conflict Management BUS210

Author:

Charles JumperProfessor

Saylor Foundation

USA

Access: Public Instant Grading

Accepted Answer

Answer:
D) Both answers A and C

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