Author: Anonymous

During the Greenland negotiations, the U.S. negotiator strongly disagrees with a Greenlandic representative’s position. The negotiator can still challenge the representative’s arguments and proposals while treating the representative with respect and recognizing that the disagreement is separate from the individual.

The discussion moves to the separate break rooms.  Chris Stanley tells support staff that the reason they created separate break rooms was to give the support staff privacy.  It was not because the professionals considered support staff beneath them. The professionals believed support staff would enjoy a space away from the professionals where they could freely talk together.  This illustrates which of the following stages of the 4-points of a principled negotiation?

The three delegations discover that all of them are concerned about maintaining long-term stability in the Arctic.What should the negotiators do with this information?

According to Fisher and Ury, why is it vital to reconcile interests instead of positions in a negotiation?

Chris Stanley begins the meeting by angrily stating, “I thought you were all happy working here.  I cannot believe you are threatening a walkout!” Based upon what you have learned about Separating the People from the Problem, what would be the best response for Skylar and Jordan?

Chris plans to begin the meeting by announcing that no raises are available this year. Based on the principles of Getting to Yes, why might this be a poor opening strategy?

If trust is low, negotiators are more likely to misinterpret actions and motives. 

The representative from the United States states that “the U.S. will get Greenland the easy way or the hard way. So If I were you, I would agree to our terms before we lose the desire to be generous with you.”  This is an example of:

During the summit, the U.S. negotiator privately tells an advisor:”The Denmark representative is the problem. Every time we make a proposal, he finds a reason why it won’t work.”Which response by the advisor would be most consistent with the principles of Getting to Yes?

The proposal to discuss Greenland’s future relationship with the United States creates dignity concerns for both Denmark and Greenland because: