CIPS L4m5 Commercial Negotiation · Free Practice Question Medium
Question 1
Which of the following are most likely to be fundamentals of Fisher & Ury's principled negotiation?
1. Depersonalise the argument
2. Focus on positions
3. Generate creative options
4. Using subjective criteria
-
A
1 and 3 only
-
B
2 and 4 only
-
C
2 and 3 only
-
D
1 and 4 only
Reveal correct answer
Correct answer: A
Explanation
Principled negotiation is based on four fundamentals: people, interest, options and criteria:
1st Principle: separate the people from the problem: Negotiator should depersonalise the situation and accepting that the subject matter of the negotiation. This can be difficult for untrained negotiators, but this is a key skill to develop
2nd principle: focus on interests, not positions: It is important in principled negotiations not to focus on their parties' positions (what are expressed during negotiations), but on the interests (underlying needs) behind them
3rd principle: invent options for mutual gains: this principle aims to help the parties find a solution that both would benefit from. The more options - or tradeables - that can be brought to the table the better.
4th principle: insist on using objective criteria: is about making sure that the negotiation stays focused on outcomes based on objective criteria and that it is productive.
LO 1, AC 1.2
Discussion
Think the marked answer is wrong, or have a better explanation? Share it below — comments appear after review.
